Strategic Accounts Director, Wallet Business

An Amazing Career Opportunity for a Strategic Accounts Director, Wallet Business !!

Location: UK

Job ID: 34267

In this individual contributor role, you are responsible for developing and managing relationships with key global technology giants that are in/will be in the business of mobile-led access control solutions, but also have a significant role to play in the mobile wallet/payment space, all of which essentially extend/enhance the digital services on mobile devices. 

The ultimate goal is to engage such technology giants who can be evangelists of HID’s Mobile strategy with key end-users, resulting in increased HID PACS market share via direct and indirect sales of PACS hardware and software offerings.

As the Strategic Accounts Director, your primary responsibilities include developing alliance strategy supported by business justification, managing relationships from cradle to grave, and executing deliverables with some of the largest global technology companies to drive Business Area growth.

If this sounds like you keep on reading!

Who are we? 

HID Global powers the trusted identities of the world’s people, places, and things, allowing people to transact safely, work productively and travel freely.

We are a high-tech software company headquartered in Austin, TX, with over 4,000 worldwide employees.  Check us out here: www.hidglobal.com and https://youtu.be/23km5H4K9Eo 

Join our winning team, Physical Access Control Solutions (PACS) .

The PACS business is highly visible and one of our most significant portfolios within HID Global. The PACS products include smart cards, mobile access and identifications, software, services and controllers for physical access control.

As our Strategic Accounts Director, Wallet Business, you will support HID’s success by:

Strategy Execution:

• You guide the PACS Business Area leadership and collaborate with stakeholders across the company (Engineering, Marketing, Sales, Finance, Legal) in executing of the strategic account strategy, translate business and product strategy into alliance strategy, and identify and architect partnership opportunities that drive significant new business for the PACS Business Area.
• You are good at unearthing and developing new ideas, niche market opportunities and revenue streams with an eye towards joint business opportunities and scalability.
• You nurture collaborative and impactful relationships with diverse portfolio of mobile access control solution ecosystem providers to drive broad adoption of HID products, services and functionality.
• You deliver substantive and measurable change in adoption rate and scale through partners; where applicable execute pivots that ensure success.

Knowledge of Key End Users in assigned regions:

• You have a terrific network base of key End Users in the assigned regions, and have the ability to work with the technology partners and create viable mobile-first access solution offerings for such end users.
• You will also work with our Strategic Alliances organization for a cohesive strategy and joint message to these key end user organizations.

Industry Expertise:

• You know your area well as the subject-matter-expert in the cloud/software services landscape including competitive and market dynamics along with product and technology trends. 
• You are curious about technology and its impact on the user journey, value stream flows and ask “what if?” to find solutions for customer problems before our competitors do.
• You can handle detailed business negotiations, have hands-on experience with execution and follow best practices that will set the team for success.

Traits that matter:

• You are flexible and enjoy a high-change environment that is focused on building innovative, mutually beneficial partnerships.
• Your sense of urgency to “make things happen” is balanced with the needs of multiple stakeholder teams. 
• You care about coaching while empowering internal teams to challenge and improve the alliance program with you.

What excites you:

• Influencing: You like to influence and drive results in a complex and highly ambiguous technical and business environment with the ability to communicate and influence all levels from senior executives on down through all functions.
• Collaborating: You feel comfortable in aligning and leading cross-disciplinary virtual teams to drive key business development initiatives for complex deals from creation to implementation.  Guiding the Mobile Acceleration team(s) to deliver results that align with the department’s goals, including overseeing MA’s Salesforce and adding and managing opportunities that you’re personally responsible for.
• Selling:  You thrive in consultative and co-selling environments with HID’s sales teams to promote Wallet credentials to our channel partners and end users, as well as creating new, creative content.
• Using your interpersonal traits:  With an eye for detail and data; you force boundaries to take calculated risks; you contribute consistently and positively in a high-paced work environment and take corrective action, implementing pivots speedily where needed. You can adapt to directional changes and moving priorities to ensure results are not compromised.  You can see the needs and identify commonalities across partners with drive to deliver “the new”.  Data is king and you know how to apply analytics to gain buy-in for evolving business needs.

What we will love about your background:

• Physical Access Control Solution expertise is a plus
• Identity and Access Management Solution and mobile credential expertise is preferred
• Deep experience in SaaS, Applications, Software Services, Wallets and Payment Solutions industries with understanding of key partner business drivers and ecosystem
• Experience with business contracts and negotiation

Your Experience and Education include:

• Minimum of bachelor’s degree in business, engineering or other relevant discipline, MBA preferred.
• Candidates with an equivalent education plus relevant work experience may also be considered.
• 10+ years’ experience in selling-to and selling-with large global technology companies with demonstrable experience in leveraging their products and technologies to sell to End Users.
• 10+ years’ experience in driving new business within a cloud-based platform and services organization in a role that required external-facing engagement with end users/partners.

Why apply? 

Empowerment: You will work as part of a global team in a flexible work environment, learning and enhancing your expertise.

Innovation: You embrace challenges and want to drive ambitious change.

Integrity: You are results-orientated, reliable, and straightforward and value being treated accordingly.

HID Global 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 61,000 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