Vertical Business Development Director - Finance

Location: 
Germany Europe, Middle East and AfricaGermany
HID Global
2021-05-17
Job Type: 
Full-time
Functional Area: 
Sales
Job Level: 
Director

Vertical Business Development Director - Finance

Location: Global Opportunity, Amsterdam Neatherlands Preferred

Summary


HID Global’s Physical Access Control Solutions (PACS) Business Area has evolved to a solutions oriented business area by combining technologies in credentials, readers, controllers, cloud, mobile, visitor management and location services. PACS has recently set up a vertical business development team to design and execute deliverables for accelerated revenue growth, while strengthening its value proposition towards channel partners and end users.

As the Vertical Business Development Director - Finance, your primary responsibilities include owning the global vertical business development strategy, providing internal guidance to maximize the vertical revenue potential, and sponsoring increased engagement with some of the largest institutions in the vertical.

As our ideal candidate, you are dynamic, results-driven and enjoy a high-change environment that is focused on creating leading vertical experiences. As a successful candidate, you have an insatiable curiosity, you are comfortable with ambiguity, and you are a strong communicator across functions and cultures.

You are an ambitious and driven individual who thrives in a fast-paced environment and you are excited about the opportunity to shape our direction in the vertical. You love user journeys and can articulate go-to-market strategies, engaging with regional teams to gain their commitment and motivation to execute. You have a high level of integrity, energy, and sense of urgency to make things happen. You can balance the needs of multiple teams and maintain a strong sense of empathy for your partners, end users and ecosystem providers.

This is a truly global role; you can anticipate travel 50-70% of your time, as well as virtual collaboration across multiple time zones.

 

What excites us

  • Strategy Development: Collaborate with stakeholders across the company (engineering, marketing, sales, finance, legal) in the development of a vertical strategy. Identify partnerships and M&A opportunities that can drive significant new business potential for the BA.
    • Leverage and develop collaborative and impactful relationships with a diverse portfolio of ecosystem providers to drive broad adoption of HID products, services and functionality.
    • Discover and develop new ideas, revenue streams and market opportunities for HID PACS in the vertical area, with an eye towards scalability and sales efficiency.
    • Develop strategy and tactics to drive substantive and measurable change in adoption rate, usage, penetration and scale through partners.
  • Opportunity Creation/Execution: Identify potential opportunities in support of the vertical strategy, specifying relevant target accounts and focus countries. Support sales enablement in the regions and coach BU colleagues in lead qualification and opportunity management.
  • Deal Governance: Monitor complex deal performance and track efficacy relative to expectations. Maintain ongoing relationship with vertical players to ensure that compliance and commitments are fulfilled. Ensure that all discussions with potential clients and industry functions conform to stated business objectives and BA guidelines.
  • Strategic Partnerships: Maintain a network of relationships across the vertical with end users, partners, potential partners, acquisition targets, competitors, investors, thought leaders, etc. Leverage relationships for opportunity identification and transaction execution. Ensure a continuous feedback loop to refine and evolve the vertical strategy over time.
  • Industry and Vertical Expertise: Be an expert in the competitive landscape including market dynamics, and product or technology trends. Attend industry and vertical events, develop vertical messaging together with Vertical Marketing and ensure a leading brand position of HID PACS in the vertical.

Critical attributes include a winning mindset, exceptional communication, teamwork, flexibility, ability to motivate, and a "do-whatever-it-takes" attitude.

 

What excites you:

  • Influencing: Influence and drive results in a complex and highly ambiguous technical and business environment, including the ability to communicate and influence across hierarchies and functions (including engineering, marketing, sales, services, finance and legal).
  • Collaborating: Independently lead cross-disciplinary virtual teams and drive key business development initiatives from creation to implementation in partnership with BU colleagues.
  • Using your interpersonal traits: Motivation, creativity, adaptability, unquestionable ethics and integrity, bias towards data-based decision making and a willingness to take calculated risks.
  • Living The Positive Attitude: Contributing consistently and positively in a high-paced, fast-changing, and sometimes unpredictable work environment. Enthusiastically represent the vertical business development mindset towards internal and stakeholders at all times.
  • Flexibility: Balancing directional changes with the ability to adjust to moving priorities and keeping the momentum across a portfolio of initiatives to ensure success and impact.
  • Assessing: Seeing the needs, prioritizing accordingly and escalating appropriately; succeeding in innovating, identifying and delivering new business, products, and market opportunities with clients and partners.
  • Using analytics: Analytical thinker with a can-do attitude and flexibility to accommodate to evolving business needs. Ability to distill insights from a wide variety of data. Understanding the bigger picture and being able to articulate what this means for the customers, the channel partners and the internal stakeholders.
  • Applying value stream and user journey mapping for applications and vertical use cases.

 

Qualifications

  • 10+ years business development experience in driving new features within a cloud first organization in business development, consulting, marketing, or relevant product development/software engineering experience in a role that included external-facing engagement with customers/partners.
  • Previous commercial experience in multi-country B2B relationships required, regional or global exposure preferred.
  • Understanding of PACS or System Integrator solutions selling desirable, especially within the designated vertical.
  • Experience from indirect sales structures (distributors, integrators, OEMs, installers).
  • Experience in TEAMS collaboration (channels, SharePoint) and Salesforce CRM advantageous.
  • Proficiency with Word, Excel, and PowerPoint required.
  • BA/BS required, MA/MS preferred.

Closing date for application 30th June 2021

HID Global is an equal opportunities employer

HID Global powers the trusted identities of the world's people, places and things. Every day millions of people in more than 100 countries use our products and services to securely access physical and digital places. Over 2 billion things that need to be identified, verified and tracked are connected through HID Global’s technology. We make it possible for people to transact safely, work productively and travel freely. We work with governments, universities, hospitals, financial institutions and some of the most innovative companies on the planet—helping them to create trusting and trusted physical and digital environments so that they and the people who use them can fulfil their potential. Headquartered in Austin, Texas, HID Global has over 3,500 employees worldwide and operates international offices that support more than 100 countries. HID Global® is an ASSA ABLOY Group brand. For more information, visit www.hidglobal.com.