IDEMIA
Regional Business Development Leader | Digital Payment Services
Tewkesbury
Posted about 17 hours ago
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This role brings new business for IDEMIA through customer acquisition and offering launch.
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Key Missions
- Builds a strong knowledge of the eco-system in the respective scope
- Identifies & qualifies lead opportunities
- Collects critical information (budget, timeline, decision makers & scope of work) to fit customer needs vs. IDEMIA offering
- Prospects and builds an opportunity pipeline through active monitoring of legislation, budgets and call for tenders
- Uses 'green field' strategy based on own network, LinkedIn or events
- Supports account sales manager for new and advanced offerings
- Builds channel partnership (formal or informal)
- Conducts commercial pitch
- Analyzes competition environment to define a pricing strategy
- Acts as business expert and a reference for a product line in support of the account managers
- Coordinates internal customers to ensure deal feasibility and obtains necessary validation (technical offer & commercial offer)
- Handles offer submission and iteration
- Closes deals
- Transfers customer relationship to account management team
- Manages managers or chief revenue officers of new offers for a region or a BU
- Manages most strategic deals
- Plays a role of deal maker thanks to an own stable network
- Validates technical and commercial offer
- Defines the go to market strategy
- Coaches and reviews deal strategy prepared by their team members for strategic deals
- Deals with strategic customer escalation
- Represents business in all key internal milestones (target definition, vcp, budget)
- Supports pitch for strategic customers or deals
- Interacts with customer decision makers or C-level
- Co-defines product roadmap based on market and product knowledge
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Skills
Business Development
Customer Acquisition
Sales Strategy
Market Analysis
Channel Partnership
Negotiation
Account Management
Pricing Strategy
Networking
Deal Closure
Product Roadmap
Legislation Monitoring
Technical Offer Validation
Commercial Offer Validation
Customer Relationship Management
Strategic Planning