JOB DESCRIPTION: The Vice President of Business Development for Fintechs is responsible for identifying, developing pursuing and closing Partners and Customers to drive revenue growth within the assigned territory or markets. The successful introduction of IDEMIA’s Biometrics, Identification and Document Authentication products and technologies will be accomplished by gaining a thorough understanding of the clients' needs, use cases, and business initiatives where IDEMIA can help solve customer pain.
The Director of Business Development is responsible for identifying, qualifying and prioritizing business opportunities in our target market(s), developing compelling value propositions for our solutions and ultimately closing business. This position is further responsible for developing and maintaining trusted relationships with senior level decision makers, and other key buyers and decision makers within the assigned territory and accounts.
ESSENTIAL JOB FUNCTIONS (INCLUDES BUT IS NOT LIMITED TO):
This position must be perceived by the customer as being both customer centric and solutions oriented. Overall, this position is responsible for delivering positive, quantifiable results for IDEMIA and its customers: This position is accountable for:
Meeting/Exceeding Revenue Objectives:
- Identify, qualify new and expanded partnering and sales opportunities to determine their viability and alignment the customer's and IDEMIA’s business objectives
- Determine best approach to support the sales process from a direct vs. partnership perspective and build/execute a plan to support this approach (See follow-on responsibilities below)
- Work in concert with the appropriate IDEMIA teams (product management, marketing, sales engineering, etc.) to gain support and resources to assist in defining and closing the target opportunities
- Manage, measure and accurately predict financial outcomes, including on a deal basis as well as ongoing financial forecasting
- Consistently meet or exceed financial performance (Revenue, Time-To-Revenue, Margin)
- Manage opportunities and transactions to ensure long-term stability and sustainability of business
Direct, Customer-Focused Sales / Business Development:
- Find, develop and maintain senior level strategic relationships with economic buyers, and build supporting relationships with influencers and others involved in the sales process
- Cultivate prospect interest and qualify prospects by understanding their business needs, timing, budget and buying process
- Quickly acquire “expert” level understanding of all products and services in the portfolio
- Confidently demonstrate solutions during sales presentations
- Manage internal cross functional relationships and communications between business development, product management, marketing and executives relative to qualified opportunities
- Lead the sales proposal process, and quarterback the internal deal team on solutions, pricing and contract terms that will result in closed deals
- Successfully negotiate and close agreements
- Contribute substantially to successfully introducing new products and releases to the marketplace. Ensure we bring back customer’s needs and ideas to product development
- Develop and maintain expertise on industry trends, technology, best practices, and regulations of relevance to the vertical market segments
- Network within vertical industry segments to drive pipeline development
- Capture all activities via Salesforce.com
- Perform other duties as assigned
- Build long-term partnerships and trust
- Identify Global Opportunities
Market-Focused Partner Development:
- For specific verticals or segments, identify target channel partners for our solutions
- Qualify target partners based on their alignment to the business strategy
- Cultivate partner interest and qualify them based on their ability to leverage our solutions for market penetration, their ability to deliver revenue, and their time-to-revenue
- Manage internal cross functional relationships and communications between business development, product management, marketing and executives relative to qualified opportunities
- Successfully negotiate and close agreements
- Capture all activities via Salesforce.com
- Perform other duties as assigned
Required Skills
REQUIRED SKILLS:
This position requires a high degree of business acumen, particularly an individual who can effectively communicate both internally and externally. Candidates will be expected to master IDEMIA’s Internal Business Processes and procedures and need prior, proven experience in the following areas:
- Worked with FinTechs and a sales history of growth
- Opportunity Planning
- Forecasting via Salesforce.com or equivalent
- Territory Planning
- Account Planning
- Structured Sales Methodology
- Proposal development
- Negotiation and closing
- Bachelor's degree or equivalent in a related field or equivalent training in business or account management. Industry related experience working in commercial accounts in the identity management industry and enterprise software sales experience is highly preferred.
10+ years of experience with a proven track record of success in managing and growing large-company accounts
Required Experience