IDEMIA is the global leader in identity and security. Our mission is to create a safe and simple future where identity verification is indisputable, and only you can assert your identity. We are a distributed company leveraging the latest technologies to deliver world-class products in the private and public sectors of finance, telecom, identity, security, retail, sports entertainment, commercial, government, and IoT. We use a variety of technologies and approaches to deliver quality product and services to government agencies and technology companies. IDEMIA is a made up of a group of 14,000 diverse people from different nationalities, speaking over 20 different languages. Together, our solutions impact the everyday lives of citizens and nations. In this ever-changing world, protecting your identity is paramount. Join the team that is ensuring one person- one identity.
JOB SUMMARY:
Idemia USA seeks an Director, Solutions Engineering who can work with our sales staff, business development team, marketing group, and clients to shape, architect, design and deliver Idemia’s products and solutions that meet our client's business modernization, customer service and efficiency objectives.
The Director, Solutions Engineering is a lead solution strategist, working with our sales and delivery staff to provide technical solutioning expertise for cross-selling, new business and recompete pursuits. The Director, Solutions Engineering provides leadership to capture teams and sales executives throughout the entire business development lifecycle with a view to winning new business pursuits. Successful candidates will have a proven record of delivering Enterprise technology strategies, designs, and full lifecycle implementations in support of complex mission critical business solutions. The Architect maintains close working relationships with the Sales team and Business Development/Marketing teams and educates technologists, customer IT departments, customer leadership and business developers on the appropriate application of technology and solutions. The Architect is expected to actively participate in sales pursuits and in thoroughly understanding the customers’ environments in their focus areas. The Architect has demonstrated a high emotional IQ and quickly builds trust with internal Idemia and external client stakeholders.
ESSENTIAL JOB FUNCTIONS (INCLUDES BUT IS NOT LIMITED TO):
- Assist in developing business opportunities, including meeting with / interviewing clients, understanding the client's compelling events and business needs, interactively developing a solution with clients, authoring white papers, responding to RFIs and RFPs, writing and presenting proposals, presenting end-user demos, and assisting with drafting, reviewing, negotiating and finalizing statements of work.
- Act as the lead author for the majority of technical text for sole source and RFP responses. Coordinate throughout Idemia across multiple business units to compose holistic end-to-end solutions that meet client needs in a compelling, differentiated and price competitive manner
- Collaborate with the rest of the proposal team, on acquiring and editing text from other SMEs for inclusion in proposals.
- Actively participate and coordinate in the development, testing, logistics and execution of customized demos as part of the RFP process.
- Consultative selling and leveraging business through superior delivery skills, good client relations, and subject matter expertise.
- Assemble relevant resources and appropriate materials to support sales pursuits including acting as a liaison between the Sales Team and the Engineering Leads. Shape client solutions as a Solutions Architect. Requires good analytic skills to probe and understand the client's situation, and then translate that knowledge into a solution specific to that client.
- Remain active and involved in the extension and expansion of accounts within area of expertise and identify new opportunities within accounts.
- Develop and maintain relationships with key vendors and educating Sales Team in additional revenue opportunities and through use of vendor products / services in the delivery of client solutions.
- Assist key projects (in a billable or non-billable capacity) by providing subject matter expertise regarding technology selection, architecture, and solution implementation.
- Oversee the research, selection, and monitoring of technical direction for Corporation based upon market trends and organizational directives.
- Serve as a technology subject matter expert including participating in proposal activities and delivery assurance reviews, and conducting or participating in lessons learned sessions following project conclusion.
- Demonstrate subject matter expertise in all business development activities including sales calls, client presentations, demonstrations and round tables.
- Oversee and/or provide technology subject matter expertise for quoting and proposal activities including advising the sales team on deliverability of request, driving the identification of alternatives, formulating the solution, and supporting the development of the response.
Note: In addition to the Essential Functions, also performs similar work-related duties as assigned.
Required Skills
- Has a successful track record in providing technical leadership in winning federal, state and local new business pursuits for deal sizes in excess of USD 50M
- In-depth understanding of application, cloud, mobility, middleware, data management and system architecture concepts; experience leading the design and integration of enterprise-level technical solutions.
- Experience in capturing technical requirements and defining technical solutions in the form of conceptual, logical, and physical designs, including the ability to articulate those concepts verbally, graphically and in writing.
- Ability to synthesize solution design information, architectural principles, available technologies, third-party products, and industry standards to formulate a system architecture that meets client requirements and can be delivered within the desired timeframe.
- Experience developing cost models, technical delivery plans, technical solutions and basis of estimates (BOEs), including BOM development. Also develop concept of operations and discuss these models in Agile, governmental SDLC or ITIL based terms.
- Experience identifying potential design, performance, security, and support problems, including ability to identify technical risks/challenges and develop relevant mitigation strategies.
- Extensive knowledge of the broad spectrum of technology areas, including technology trends, forthcoming industry standards, new products, and the latest solution development techniques; ability to leverage this knowledge to formulate technical solution strategy.
- Ability to consistently apply architectural guidelines when creating new solution architectures.
- Ability to develop integrated technology requirements project plan.
- Ability to interface with team members at all levels, including business operations, finance, technology, and management.
- Understands business case development
- Experience as a lead Solution Architect on prosecuting new business pursuits, driving to a schedule and budget and coordinating SMEs and other SAs to build winning proposals and demos
- Able to write proposal responses on any topic and able to guide others in writing responses and act as a reviewer for the responses of others
- Able to script and execute multi hour demos
- Able to act as a SME on either a technical topic of importance to the engineering as a whole or act as an Organization SME for one or more of our products
- Able to interact directly with customers in both written and verbal communication
- Able to take major role in technical negotiations with customers
- Ability to recognize technical challenges and lead a team to resolve technology issues
- One or more industry domain experience with system modernization, health care, banking, fraud prevention, motor vehicle operations, or public safety required.
- Able to generalize past experiences across industries, technologies, and client situations
DESIRED QUALIFICATIONS:
- Ability to be a high-impact player on multiple simultaneous engagements
- Hands-on development experience with the primary components of a solution a plus
- Strong understanding of the use of Continuous Integration/Continuous Delivery (CI/CD) pipelines, ‘Everything-as-code’ approaches, DevOps processes and tools, virtual machines, containers, container orchestrators (kubernetes, Open Shift, Cloud Foundry), ‘cloud native’/12 factor application design patterns, use of AWS, Azure, Salesforce or ServiceNow services in rapidly building applications, understanding of ensuring security for cloud applications
- Understanding of the appropriate process alignment patterns between agile development processes and ‘DevOps’ infused ITIL processes
- Deep understanding of DevOps concepts, including the technology, process and organizational impacts and best practices of more comprehensive process integration of development, engineering, security, configuration management, release management and IT Operational teams
- Experience in managing or delivering the delivery of native and hybrid mobile applications to iOS and Android devices, preferably to government customers
- Experienced in the application of digital design principles to designing compelling user experiences across multiple mobile form factors
- AWS, Azure, GCP, Agile or SAFe certification
Required Experience
TRAVEL REQUIREMENT, WORKING CONDITIONS AND PHYSICAL DEMANDS:
Travel requirement, such as:
- Ability to travel locally for activities such as meetings, classes, and workshops.
Working Conditions, such as:
- General office environment. The work area is adequately lighted, heated, and ventilated.
Physical Demands, such as:
- Office environment where the employee may sit comfortably to do the work. Some walking, standing, bending, reaching, and carrying of light items such as papers, books, small parts; driving an automobile, etc. Requires eye-hand coordination and manual dexterity sufficient to operate a keyboard, photocopier, telephone, and other office equipment.
MUST BE UNITED STATES CITIZEN (DUAL CITIZENSHIP IS NOT ALLOWED)
IDEMIA’s commitments to the US Government under a National Security Agreement (the “Letter of Assurance”) impose the following citizenship restriction for this position: US citizenship only with no dual citizenship permitted for Secure Credentialing Programs and DMV Programs. Therefore, you must provide proof of sole US citizenship for eligibility for this position. IDEMIA is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics.