Director, End User Business Development - PACS NAM

 

 Summary

This position requires a knowledgeable and experienced business professional to apply share of wallet strategy for HID and increase HID’s image and sales opportunities within the vertical market.  The actions of this position will result in HID being the “Trusted Advisor” to both the End-user and Influencer/Consultant communities, creating pull-through sales value to the supply channel for HID’s products and services for Physical Access Control and its Strategic Growth Initiatives. The professional shall feel at home being the “voice of HID” in front of senior managers, decision makers and convey “one HID” message.

 

Duties and Responsibilities include the following. Other duties may be assigned.

  • Apply HID Physical Access Control Solutions Global Business Unit strategy:
    • Utilize data to identify “Named Accounts” in the vertical,
    • Utilize data to identify “Key Consultants” working with those Named Accounts within the vertical.
    • Identify, prioritize, schedule, pursue, and deliver strategic Key End-user sales and project opportunities for target fulfillment,
    • Building long term relationship thru direct and indirect touch,
    • Use of innovative marketing tools to nurture this relationship,
    • Make the knowledge available to HID sales and product marketing teams for planning and fulfillment purposes
  • Lead a team of up to five End User Business Development Managers in the vertical market (“player-coach”)
  • Conduct End-user seminars and training to better understand the required features & functions of future technologies. 
  • Provide End-user presentations during “face to face” introductory meetings.
  • Develop and schedule the deployment of required End-user programs to address individual End-user needs.
  • Identify & understand the business models of the Named End-user accounts as it relates to security.
  • Cooperate with and coordinate company internal technical resources and project teams to effectively communicate the expansion / transition to future technology.
  • Provide educational/awareness briefings for End-users to reinforce HID’s role as “Trusted Advisor”.
  • Interface, collaborate, and communicate effectively with other departments and business units/functional groups addressing the end-user in support of HID’s goals.
  • Expand and maintain a comprehensive database of key end-users
  • Maintain a high degree of product knowledge on the spectrum/benefit/road map level.
  • Attend applicable industry tradeshows, meetings, and other HID internal and external events, especially with focus on speaking and presentation opportunity.
  • Participate in applicable End-user seminars/consultant seminars and conferences and drive HID’s engagement.
  • Provide timely and accurate monthly status report of group activities and progress using SF; incl product mix, timelines for delivery and revenue contribution.
  • Cooperate with end user marketing for end user focused tools: development of whitepapers, brochures, web presence, speaker engagements, end user events, dedicated list procurement and lead nurturing.

 

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Clear understanding and experience with the end user corporate culture, environment, and decision process within the vertical.
  • Understanding of consultant community requirements and tools related to this vertical.
  • Effective communications skills with end-user corporate management and executive personnel.
  • Proficient technical knowledge of Physical Access Control Solutions (PACS) and authentication market to support the role of “Trusted Advisor” to End-user communities and consultant community. 
  • Understanding of HID sales development ecosystem: Business segments with focus on PACS (Physical Access Control Solutions), channel rationalization, sales process, HID road map in PACS.

 

Education and/or Experience         

  • Bachelor’s degree (or equivalent) in technology or business-related field.  Advanced business degree (Masters or MBA) also a plus
  • Minimum of 5 years’ experience in the security or related industry
  • Minimum of 2 years successful sales or business development experience at channel and end user level.
  • People leadership experience preferred
  • Previous exposure to consultant community and requirements in an end user project.
  • Understanding of how to sell SaaS Solutions to end users.

 

Language Skills                  

  • Ability to effectively communicate in the English language, both verbally and in writing.
  • Ability to read and interpret technical journals, specifications, international technical standards, etc.                         

 

Computer Skills    

  • Proficient in MS Office applications, such as Word, Excel, PowerPoint, etc.
  • Familiar with operating systems, such as Windows, etc.
  • Salesforce

 

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Employee works primarily in a home office environment.
  • The home office must be a well-defined work area, separate from normal domestic activity and complete with all essential technology including, but not limited to; separate phone, scanner, printer, computer, etc. as required in order to effectively perform their duties.

 

Work Requirements

  • Compliance to all relevant HID policies and procedures related to Quality, Security, Safety, Business Continuity, and Environmental systems.
  • Up to 50%+ travel and fieldwork, including international travel, required. Therefore, employee must possess, or be able to acquire a valid driver’s license, company credit card and passport.
  • Flexibility to accommodate team backup as needed, either on-line or on-site.
  • Must be legally eligible to work in the country in which you are hired.  

 

This opportunity may be open to flexible working arrangements.

 

HID is an Equal Opportunity/Affirmative Action Employer – Minority/Female/Disability/Veteran/Gender Identity/Sexual Orientation.

 

We make it easier for people to get where they want to go!
On an average day, think of how many times you tap, twist, tag, push or swipe to get access, find information, connect with others or track something.  HID technology is behind billions of interactions, in more than 100 countries.  We help you create a verified, trusted identity that can get you where you need to go – without having to think about it.  
 
When you join our HID team, you’ll also be part of the ASSA ABLOY Group, the global leader in access solutions. You’ll have 50,000 colleagues in more than 70 different countries. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally. As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences. 

 #LI-HIDGlobal #LI-REMOTE

Austin, TX, US, 78753

Sales, Marketing & Product Management
31%-60%
Director
18-Feb-2023


Nearest Major Market: Austin