IDEMIA
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.
Responsibilities:
Main responsibilities
Define with Head of Business the sales strategy for North America (NORAM):
Global and unique go-to-market strategy in NorAm for Automotive aligned with BL strategy
Good support with our existing customers (e.g. Tesla, GM, John Deere, Navistar, etc.) with our entire offer
IDEMIA visibility with external decision owners and eco-system (platforms, IT, MNO…)
Acquisition plan for new customers (Ford for example)
Direct and Indirect Account management responsibilities including:
Ensure all NORAM customers forecasts are properly updated in AX based on customer demands (direct or via Noram Sales Team)
Work closely with Program Management, Product Management and Automotive Business Operation teams as needed
Customer interface / salesOEMs, Tier 1’s , MNOs, partners, etc (in NORAM, Europe and Asia)
Quotations, annual pricing / negotiations
Trade show participation
Ensure IDEMIA is part of RFI, RFP, RFQ on eUICC, Security, Keyless.
Update Account mapping identifying key decision owner
Build close relationship with decision owners inside and outside Volkswagen
Certify Idemia by major Tier 1 suppliers (e.g. Continental, LG, Pegatron, Quanta, Jabil)
Work with different teams (accounting, customer service, program) for new customer set-up
Ensure IDEMIA and its offer is known by Tier 1
Ensure we are part of all RFI/RFP matching our product offer
Coordinate with Idemia international designated in-regions teams to manage locally activity outside NorAm – as needed.
Interact with
Auto BL Product Team for
Providing market feedback about our offer
Getting up-to-date information about our products
Getting updated information and providing feedback for improvements of our offer
Mobile Operator Business Unit Sales team – forLeveraging on their market presence.
TYPICAL KPIs (Key-performance indicators)
Revenue:
Forecast accuracy: Deep forecasting follow-up, processing customer demands in order to synchronize with the Business Operations to ensure quantities and capacity
NORAM Budget achievement: Deep tracking of budget achievement
Order Intake:
Deploy a strategy to win new customers (Ford for example) or sell new solutions (Keyless for General Motors for example) to deliver the yearly Order Intake target
Solution success/Customer satisfaction:
Build clear Business development plan defined, shared and agreed among the BL Auto (Product Team, Program Team, Business Development)
Business deals inked (pre-commercial and commercial) + tender Success rate
Set up tools for following the progress of the activity
Turnover generated
Implementation of relevant processes in the NORAM Sales team:
Sales Force opportunities
Business forecast
Qualifications:
Skills and Behaviour
Education: Graduate either in a Telecom/ IT or Engineering discipline or Commercial with good technical skills
Understanding of the IDEMIA’s product portfolio
Understand and contribute to Auto market’s strategic plans.
Excellent communication skills:
Operate effectively at various levels in all organisations associated with IDEMIA’s business.
Understand and interpret customer requirements and expectations.
Lead internal discussions with sales, solutions and operations teams.
Excellent presentation skills.
Working in multinational and multicultural team environment.
Resolve conflicts and difficult situations, if required take the lead.
Fluent in spoken and written English.
Good organisation capabilities, autonomous and pro-active.
Ability to consolidate data and present internally.
Entrepreneur mindset.
Experience
Minimum 10-15 years’ experience in Sales position in Telecom/IT/Auto
Manager of sales activities from previous experience in Business Development in IT industry for products and services.
Experience in Automotive Industry is a benefit.
Experience in Telecom Services is a benefit.
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