IDEMIA - Senior Business Development Role - Embedded Security Solutions

About the Company | Leader in Identity & Digital Security Solutions.

IDEMIA is the global leader in trusted identities for an increasingly digital world, with the ambition to empower citizens and consumers alike to interact, pay, connect, travel and vote in ways that are now possible in a connected environment.

Securing our identity has become mission critical in the world we live in today. By standing for Augmented Identity, we reinvent the way we think, produce, use and protect this asset, whether for individuals or for objects, by ensuring privacy and trust and guarantees secure, authenticated and verifiable transactions - whether for Financial services, Telecom, Identity, Security and IoT.

With close to 3 billion euro in revenues, the company counts 14,000 employees of more than 80 nationalities and serves clients in 180 countries. Come and see what the world looks like with Augmented Identity.

For more details, please visit: www.idemia.com

MISSION

- Member of the CO BU / Embedded Security & Mobile ID Line of Business

- Identifies market trends and major ecosystem stakeholders

- Build Business Development and Sales Strategy for selling

a) to OEM/ Device Vendors: mobile phones, tablets, wearables, M2M

b) IDEMIA Embedded Security solutions portfolio:

- Secure Elements (security components) allowing to secure authentication to networks and services, device platforms and communications

- Remote Management services

- Value Added services including Mobile ID ones

- Biometric solutions for devices

- Execute agreed sales strategy with the target to expand quickly IDEMIA presence and turnover in the Device industry

- Create value for IDEMIA by identifying the most profitable products and services to develop and offer - contributing to roadmap definition

MAIN RESPONSIBILITIES

Identify major stakeholders in the Device industry,

- Identify major industry players in the region

- Identify the key targets for business development for each customer segments

- Exchanging with major stakeholders, identify market trends

Build Business Development and Sales Strategy:

- Mapping our offer portfolio and customers

- Evaluate market potential (addressable markets in volume and value, sales channels implications - with the support of Marketing team and Market Intelligence)

- Interacting with Product and Marketing teams for preparing and meeting customers

- Leverage on IDEMIA presence in Telecom market - coordination with other sales people

- Define sales strategy to be submitted at the head of BU for approval (including proposals on sales channels and potentially new products and services)

Execute agreed Business Development and Sales Strategy:

Raise IDEMIA profile by meeting and promoting IDEMIA and its solutions to customers and ecosystem stakeholders

Identify tenders, RFP, RFQ and RFIs for positioning our offer, manage Bid/No Bid and tender process accordingly

Identify and develop the proper go to market channels

Build relationship with key ecosystem players at different levels (incl. management levels)

- Interact with

Solutions team - for

- Getting updated information and providing feedback for improvements of our offer

MNO Sales team - for

- Leveraging on their market presence

Marketing team - for

- Preparing the marketing material needed for the various steps of the Go to Market

- Report progress of the activities to the head of LoB

MAIN AUTHORIZATIONS

- Prepare commercial proposals, answers to RFx and tenders and make them approved according to the approval process in place

TYPICAL KPIS (KEY-PERFORMANCE INDICATORS)

Solution success/Customer satisfaction:

- Build clear Business development plan defined, shared and agreed among the regions

- Business deals inked (pre-commercial and commercial) + tender Success rate

- Set up tools for following the progress of the activity

- Turnover and GM generated

Behaviour:

- Creative: capable to bring value to customer through IDEMIA offer and skills

- Supportive to all teams with qualified opportunities.

- Leadership: handling problems and taking the leads when needed to propose resolution.

Implementation of relevant processes:

- Tender management incl. P&L approval

- Business forecast

MAIN INTERFACES

- Prospects and Customers

- Marketing

- Solution and Product Managers

- Integration & Services teams

- Program Manager

- Field Application Engineer

SKILLS AND BEHAVIOUR

- Education: Graduate either in a Telecom/ IT or Engineering discipline or Commercial with good technical skills

- Understanding of the IDEMIA's product portfolio for Telecom ecosystem.

- Understand and contribute to IDEMIA's strategic plans.

- Excellent communication skills:

- Operate effectively at CxO levels in all organisations associated with IDEMIA's business.

- Understand and interpret customer requirements and expectations.

- Win round partners and internal teams to IDEMIA's strengths, by presenting IDEMIA's convincing offers.

- Lead internal discussions with sales, solutions and operations teams.

- Excellent presentation skills.

- Ability to present in all contexts from auditorium, webex, to one to one and at all corporate levels in IDEMIA's customers and suppliers.

- Speak to journalists under brief from corporate communications.

- Contribute to and the critique of planed public and customer communications.

- Must be able and willing to read, interpret, author, critique and seek counsel for all commercial contracts associated with IDEMIA's customers and suppliers products and services where appropriate.

- Working in multinational and multicultural team environment.

- Resolve conflicts and difficult situations, if required take the lead.

- Fluent in spoken and written English, French is a real benefit.

- Good organisation capabilities, autonomous and pro-active.

- Rigorous.

- Ability to consolidate financial data for building business plan when needed.

- Creative.

- Can do attitude.

EXPERIENCE

- Senior manager of sales activities from previous experience in Business Development in IT industry for products and services.

- Knowledge of Device vendor industry, management teams in the country and region

- Experience in Telecom Services is a benefit.