Director Sales, Canada Public Sector

Overview

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

• The ideal candidate will have a strategic sales background and a hunter mentality
• Responsible for developing and executing on a sales strategy in the Canadian public sector market.
• Will use their existing network and industry knowledge to develop leads.
• Lead a monthly pipeline review for their team, providing accurate updates on the forecast from the Salesforce tool
• Manages all elements of the sales cycle within assigned territory with primary focus on new accounts including sales prospecting activities, follow-up, business value analysis, sales price, discounts negotiations, and involvement in proposal development and effective management of the sales closure.
• Executes the sales strategy and territory business plan to surpass all sales objectives from a revenue, profit, and customer satisfaction perspective.
• Develops detailed business case and ROI scenarios to document the value of pursuing potential opportunities and related benefits.
• Conducts market research to understand competitors and market trends.
• Provides innovative ideas and suggestions to improve the market presence.
• Maintains relationship with existing customers by gathering customer feedback leading to improved customer satisfaction, product development, and market analysis.
• Provides input to product management and communicates the needs of the customers and the marketplace.
• Develops a comprehensive knowledge of IDEMIA products and technical architecture, industry characteristics, and competitive environment.
• Responds to solution and product inquiries.
• Adds a positive sales culture and sale centric atmosphere among the team members.
• Maintains an ongoing contact database and reporting of sales activities.
• Performance goals: annual forecasts, quarterly and monthly bookings

Qualifications

• 10 years of experience selling into Canada's public sector
• Experience developing and executing on a sales strategy
• Deep understanding of Canada's public sector sales process
• Experience in biometric and identity solutions a plus
• Experience building a managing a pipeline in a SalesForce or CRM tool
• Must have strong leadership skills with capabilities in business development, proposing innovative solutions, value propositioning, and motivating non-IDEMIA employees.
• Must have experience in working collaboratively with business partners
• Must have excellent organization and time management skills which includes planning, organizing, and prioritizing with attention to detail; must be able to understand and manage conflicting priorities; must have a proven track record for timely delivery of multiple parallel objectives, cost control, and customer satisfaction.
• Must possess strong problem-solving skills