IDEMIA - Senior Business Development role - M2M & IoT

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 Connected Objects BU

- Identifies M2M market trends, major M2M ecosystem stakeholders

- Coordinate all sales activities in new business segments worldwide by sharing good practices and help IDEMIA's regional sales forces to focus on key targets

- Support local sales teams interacting with Solution team in charge of offer definition

MAIN RESPONSIBILITIES :

- Identify major stakeholders in the M2M industry,

- Identify major M2M industry players by region

- Identify the key targets for business development in each region.

- Activities: selling hardware, selling services, raising IDEMIA's profile in the M2M industry convincing, informing, etc

- Participate to key customer meetings when relevant

- Build relationship with key ecosystem players

- Build a Business Development plan reviewed on a yearly basis

- Contributing when requested to standardisation or industry bodies

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

Interact with -

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

Sales team - for :

- Guiding their actions regarding their local markets and local players

- Sharing best practices and global information

- Setting up training when needed

- Reviewing offers and tenders submissions when needed

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 BU

TYPICAL KPIs :

- Solution success/Customer satisfaction:

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

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

- Set up tools for following the progress of the activity.

Behaviour:

- Supportive to all teams with qualified opportunities.

- Animation of - champion- network in the various regions for ensuring better deployment of the efforts.

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

- Implementation of relevant processes:

- Tender management (when applicable)

MAIN INTERFACES :

- Sales + customers when needed

- Marketing and Business Development

- Product Managers

- Integration & Services teams

SKILLS AND BEHAVIOUR :

Education: Graduate in a Telecoms or IT or Engineering discipline.

- Understanding of the functionalities offered by IDEMIA's product portfolio for Telecom.

- 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.

EXPERIENCE -

- Previous experience in Business Development in IT industry for products and services.

- Experience in Telecom Services is a benefit.

- Experience in SIM card relating business is a benefit