In this individual contributor role, you are responsible for developing and managing relationships with key global technology giants that are in/will be in the business of mobile-led access control solutions, but also have a significant role to play in the mobile wallet/payment space, all of which essentially extend/enhance the digital services on mobile devices.  The ultimate goal is to engage such technology giants who can be evangelists of Our Client’s Mobile strategy with key end-users, resulting in increased market share via direct and indirect sales of PACS hardware and software offerings.

As the Director of Strategic Accounts, your primary responsibilities include developing alliance strategy supported by business justification, managing relationships from cradle to grave, and executing deliverables with some of the largest global technology companies to drive Business Area growth.

This is a global role, focused around North America and can anticipate travel 30-50%

What excites us

• Strategy Development: You guide the PACS Business Area leadership and collaborate with stakeholders across the company (Engineering, Marketing, Sales, Finance, Legal) in development of the strategic account strategy, translate business and product strategy into alliance strategy, and identify and architect partnership opportunities that drive significant new business for the PACS Business Area.
  • You are good at unearthing and developing new ideas, niche market opportunities and revenue streams with an eye towards joint business opportunities and scalability. 
  • You nurture collaborative and impactful relationships with diverse portfolio of mobile access control solution ecosystem providers to drive broad adoption of Our Client’s products, services and functionality.
  • You deliver substantive and measurable change in adoption rate and scale through partners; where applicable execute pivots that ensure success

• Knowledge of Key End Users in assigned regions: You have a terrific network base of key End Users in the assigned regions, and have the ability to work with the technology partners and create viable mobile-first access solution offerings for such end users. You will also work with our Strategic Alliances organizations and our Global Standards organizations for a cohesive strategy and joint message to these key end user organizations.
• Execution and Negotiation: You make green/red decisions sensibly with consideration of time-to-market and business objectives.
  • You define business fit and prioritization clearly and implement metrics and benchmarking to measure success.
  • With that you know how to steer complex deal performance and track efficacy relative to expectations for new business while maintaining ongoing relationships to ensure compliance and commitments are fulfilled.

• Industry Expertise: You know your area well as the subject-matter-expert in the cloud/software services landscape including competitive and market dynamics along with product and technology trends.  You are curious about technology and its impact on the user journey, value stream flows and ask “what if?” to find solutions for customer problems before our competitors do. You can handle detailed business negotiations, have hands-on experience with execution and follow best practices that will set the team for success.
• Traits that matter: You are flexible and enjoy a high-change environment that is focused on building innovative, mutually beneficial partnerships. Your sense of urgency to “make things happen” is balanced with the needs of multiple stakeholder teams.  You care about coaching while empowering internal teams to challenge and improve the alliance program with you.

What excites you:

• Influencing: You like to influence and drive results in a complex and highly ambiguous technical and business environment with the ability to communicate and influence all levels from senior executives on down through all functions.
• Collaborating: You feel comfortable in aligning and leading cross-disciplinary virtual teams to drive key business development initiatives for complex deals from creation to implementation.
• Using your interpersonal traits:  With an eye for detail and data; you force boundaries to take calculated risks; you contribute consistently and positively in a high-paced work environment and take corrective action, implementing pivots speedily where needed. You can adapt to directional changes and moving priorities to ensure results are not compromised.  You can see the needs and identify commonalities across partners with drive to deliver “the new”.  Data is king and you know how to apply analytics to gain buy-in for evolving business needs.

Qualifications

• 10+ years’ experience in selling-to and selling-with large global technology companies with demonstrable experience in leveraging their products and technologies to sell to End Users.
• 10+ years’ experience in driving new business within a cloud-based platform and services organization in a role that required external-facing engagement with end users/partners.
• Physical Access Control Solution expertise is a plus
• Identity and Access Management Solution and mobile credential expertise is preferred
• Deep experience in SaaS, Applications, Software Services, Wallets and Payment Solutions industries with understanding of key partner business drivers and ecosystem
• Experience with business contracts and negotiation
• Proficiency with Word, Excel, and PowerPoint required
• BA/BS required, MBA preferred