POSITION OVERVIEW

An exciting opportunity has opened for a Regional Sales Manager (RSM) to support France working to forge and grow new business partnerships and collaborations within our key vertical markets as well as manage, strengthen and nurture existing partnerships. 

As a results-driven, sales professional the Regional Sales Manager will work in close collaboration with the Senior Sales Director, Europe to align growth initiatives and business development plans.  The RSM will be responsible for all sales and growth initiatives within the territory.

KEY RESPONSIBILITIES

• Develop detailed account plans that address the complexities of opportunities with long sales cycles.
• Develop and provide professional quotations and proposals in a timely manner to meet or exceed customer requirements.
• Review drawings, create block diagrams and equipment schedules based on customer specifications to provide accurate and reliable quotes.
• Achieve regional bookings and revenue targets in the territory.
• Work closely with the sales support teams to provide guidance and feedback on customer requirements.
• Manage the territory pipeline, growth opportunities and expand the territory customer base.
• Demonstrate the full range of products sold by the company. Knowledge of each product family and the application of each of these product families is a requirement of the position.
• Build and maintain strong, long lasting customer relationships. Communicate the voice of the customer to appropriate internal departments.
• Partner with customers to understand their business needs and objectives.
• Effectively communicate the value proposition through proposals and presentations.
• Understand vertical-specific landscapes and trends. Report on forces that may require a shift in tactical budgets and strategic directions.
• Review activity reports to provide revenue forecasts.
• Work closely with Operations on timely customer demand fulfillment.
• Use SalesForce tool to adhere to standard processes during all sales stages.

WHAT YOU BRING TO THE ROLE…

• Demonstrated success selling complex technical solutions to executive decision-makers, including understanding of the key drivers that affect sales through direct and indirect channels and how to use those levers to achieve desired outcomes
• Previous experience working through long sales cycles of three to six months and deal sizes within $50K - $500K range
• Provide leadership in securing new customers and strategic partners, assume responsibilities for selected customers and partners and nurture those relationships to grow revenues and develop new revenue-generating opportunities
• Metrics driven – managing goals, pipeline, and performance through data
• Experience and proven ability to manage and collaborate as a remote member of the sales team
• Strong interpersonal skills with a proven ability to establish a strong external network to achieve deliverables, both through direct accountability and cross-organizational influence
• Proven track record of achieving sales, retaining customers and generating profitable growth
• Able to make quick sound decisions even in the absence of concrete data
• Commitment to exceed customer expectations and contribute to a high level of customer satisfaction
• Technical knowledge of IP Security (SW and HW)
• Strong communication skills (verbal, written, persuasion and presentation) with a demonstrated ability to present to all levels in English.
• Demonstrated ability to multi-task and work in a dynamic, fast-paced setting
• Proven ability to work well under pressure and handle stress personally and professionally
• Ability to develop and maintain a network of professional contacts in the territory
• Proven ability to learn new technology to design and sell technological solutions
• Experience working with Salesforce or other CRM platforms
• Willing and able to travel extensively

Preparing market expansion plan and ensuring achieving set targets,
 Expanding company operations in new foreign markets.
 Formulating sales strategies for foreign partners/sub distributes.
 Planning & executing Marketing campaigns in targeted Markets through conducting seminar &
other methodologies.
 Generating new partnership opportunities through existing and new networks.
 Preparing & arranging all legal requirements as per each foreign market regulations.
 Preparing contracts for new sub distributers & negotiating Payment Terms.
 Conducting Marketing research activities & SWOT Analysis for targeted markets.
 To work with the internal team to increase sales opportunities and thereby maximize revenue
for the organization & achieve revenue goals.
 Analyzing new markets need and resources required to enter new markets.
 Determining distribution channel strategy for each market/region
 Assessing distributers performance and issuing related reports as required.
 Staying up to date about competitors’ operations and new market trends in all operational
regions.
 Conducting variance analysis between assigned quotas and actual data and taking necessary
to overcome such undesired variances.
 Managing & coordinating operations between branches and the Head quarter.

Job Requirements
Education  University Graduate: preferred in business/ management.
Relevant Experience

 Minimum of 10 years in Similar Position.
 Proven record of successful operation explanation

JOB DESCRIPTION
Technical Knowledge/ Skills

 Leadership skills
 Communication Skills.
 Time Management.
 Organizing skills.
 Analytical skills.
 Strategic management
 Project management

Computer Skills

 Microsoft excel

Language Ability  Fluency in English, Arabic is an advantage

We are looking for a motivated, active and ambitious person who will create history together with us.

What you will need to do:

● Support and development of existing distributors on the market

● Opening new distributors in DACH.

● Assist with the development of our distribution strategy on the DACH Market.

● Assist in the overall growth of the our brand within DACH.

● Actively support marketing events and attend exhibitions related to our products and solutions.

● Conducting correspondence, telephone conversations

● Customer product presentation

● Frequent business trips

● Providing seminars

● Closing deals

● Participation in international exhibitions: preparation for the exhibition, work at the stand, product presentation

● Fulfillment of sales plans

● Market research and helping to promote products

● Broadcast marketing activities

● Participation in the client’s business: analysis of its competitors

● Collection and analysis of customer feedback

● Weekly and monthly reports

What you need to know and be able to:

● Experience in security systems/CCTV more than 5 year is a must

● Ability to sell and make money

● Love for high service

● Skilled negotiation skills

● Willingness to travel

● English – Fluent

We offer:

● Active participation in the expansion of the DACH market.

● Competitive wages – rate and transparent motivation system

● A product that sells itself

● Business trips

Job description

1. Provide the technical pre-sales and post-sales support for all our clients products.
2. Provide support via phone, email and not limit to on-site support.
3. Consistently engage in training and educational initiatives to promote our clients products.
4. Able to engage in POC for customers to understand more on our clients solutions and devices.
5. Perform other related duties when assigned by the management.
   Experiences
6. Candidate must have at least 5 years of working experience in the field of technical service and support.
7. Possess a detail oriented troubleshooting skills to help customer solve the issue as quickly and smoothly as
   possible.
8. Experience with configuring switches, routers, and other network components is an added advantage.
9. Experience with configuring PCs, installing various operating systems and software is an added advantage.
10. Must have knowledge in operating system like Windows and Linux and software like Microsoft Office
    applications.
11. Professional and friendly phone etiquette with excellent customer service skills
12. CCTV and Access Controller installation and/or configurations experiences is an added advantage.
13. At least basic knowledge of photography and/or videography is required.
14. Professional degree and/or certifications, i.e. CompTIA, Cisco certification, Microsoft is an added advantage.

Preparing market expansion plan and ensuring achieving set targets,
 Expanding company operations in new foreign markets.
 Formulating sales strategies for foreign partners/sub distributes.
 Planning & executing Marketing campaigns in targeted Markets through conducting seminar &
other methodologies.
 Generating new partnership opportunities through existing and new networks.
 Preparing & arranging all legal requirements as per each foreign market regulations.
 Preparing contracts for new sub distributers & negotiating Payment Terms.
 Conducting Marketing research activities & SWOT Analysis for targeted markets.
 To work with the internal team to increase sales opportunities and thereby maximize revenue
for the organization & achieve revenue goals.
 Analyzing new markets need and resources required to enter new markets.
 Determining distribution channel strategy for each market/region
 Assessing distributers performance and issuing related reports as required.
 Staying up to date about competitors’ operations and new market trends in all operational
regions.
 Conducting variance analysis between assigned quotas and actual data and taking necessary
to overcome such undesired variances.
 Managing & coordinating operations between branches and the Head quarter.

Job Requirements
Education  University Graduate: preferred in business/ management.
Relevant Experience

 Minimum of 10 years in Similar Position.
 Proven record of successful operation explanation

JOB DESCRIPTION
Technical Knowledge/ Skills

 Leadership skills
 Communication Skills.
 Time Management.
 Organizing skills.
 Analytical skills.
 Strategic management
 Project management

Computer Skills

 Microsoft excel

Language Ability  Fluency in English, Arabic is an advantage

Efficiently & effectively manage assigned customers’ accounts throughout the sales pipeline .
 Search for new sales leads & turning them into sales opportunities.
 Expand current customer database.
 Maintaining good customers relationships & ensuring customer loyalty.
 Accurately complete documentation regarding specification and design for projects and other
customers’ requirements.
 Have knowledge & Stay updated about regulations / requirements of governmental & non-governmental authorities (SIRA, MCC, HEMAYA…etc.).
 Conducting meetings with customers to understand their requirements.
 Visiting customer locations as required.
 Ensuring all sales leads/opportunities are converted to confirmed customer orders.
 Receive/answer all customers inquires on timely basis in coordination with internal (pre-sale/technical
support) teams.
 Performing presentations to customers about products.
 Complete trainings /attend seminars of newly introduced products & stay updated about current market trends.
 Preparing quotations for projects as negotiated with customers with alignment with internal company
policies.
 Achieving sales targets as assigned by superiors.
 Ensure customers information is updated on timely basis in customer data base.
 Follow-up with customer requests, placed orders, pending deliveries …etc. as required on timely basis.
 Completing daily assigned tasks required and generate daily reports as per management requirements.
 Ensure maintaining customer data & internal company data confidentiality.
 Assisting in marketing campaigns & attending events as required.
 Assisting superiors in forecasting process.
 Follow up with customers on pending payments and other internal requirements as needed and update accordingly.
 Maximizing current sales revenues as per targets.
 Collecting payment from customers when required.
 Perform additional tasks as assigned by superiors.

JOB DESCRIPTION

Job Requirements
Education

 Bachelor degree: IT related.
 Certificates : CISCO RELATED CCNA R&S/ CCNP/ CCIE,DPS/SIRA Certified security Eng.

Relevant Experience

 Minimum of 4 years in Security system sales(CCTV , access
control…etc.).
 Strong connections with CCTV integrators and end users .
 Proven record of achieving sales targets.
 Governmental & Non-governmental authorities (SIRA, MCC,HEMAYA…ETC). requirements.

Technical Knowledge/ Skills

 Presentation skills
 Strong Communication Skills.
 Time Management
 Project management
 Ability to work under pressure and meet deadlines.
 Driving license with own car.

Computer Skills

 Proficiency in MS Office

Language Ability  Fluency in English is a must, Arabic is an advantage

Efficiently & effectively manage assigned customers’ accounts throughout the sales pipeline .
 Search for new sales leads & turning them into sales opportunities.
 Expand current customer database.
 Maintaining good customers relationships & ensuring customer loyalty.
 Accurately complete documentation regarding specification and design for projects and other
customers’ requirements.
 Have knowledge & Stay updated about regulations / requirements of governmental & non-governmental
authorities in Egypt market.
 Conducting meetings with customers to understand their requirements.
 Visiting customer locations as required.
 Ensuring all sales leads/opportunities are converted to confirmed customer orders.
 Receive/answer all customers inquires on timely basis in coordination with internal (pre-sale/technical
support) teams.
 Performing presentations to customers about products.
 Complete trainings /attend seminars of newly introduced products & stay updated about current market
trends.
 Preparing quotations for projects as negotiated with customers with alignment with internal company
policies.
 Achieving sales targets as assigned by superiors.
 Ensure customers information is updated on timely basis in customer data base.
 Follow-up with customer requests, placed orders, pending deliveries …etc. as required on timely basis.
 Completing daily assigned tasks required and generate daily reports as per management requirements.
 Ensure maintaining customer data & internal company data confidentiality.
 Assisting in marketing campaigns & attending events as required.
 Assisting superiors in forecasting process.
 Follow up with customers on pending payments and other internal requirements as needed and update
accordingly.
 Maximizing current sales revenues as per targets.
 Collecting payment from customers when required.
 Perform additional tasks as assigned by superiors.

JOB DESCRIPTION

Job Requirements
Education

 Bachelor degree: IT related/ electrical or communication ENG
 Certificates : CISCO RELATED CCNA R&S/ CCNP/ CCIE
,DPS/SIRA Certified security Eng.

Relevant Experience

 Minimum of 4 years in Security system sales(CCTV , access
control…etc.).
 Strong connections with CCTV integrators and end users .
 Governmental & Non-governmental authorities (in Egypt
requirements.
 Proven record of achieving sales targets .

Technical Knowledge/ Skills

 Presentation skills
 Strong Communication Skills.
 Time Management
 Project management
 Ability to work under pressure and meet deadlines.
 Driving license with own car.

Computer Skills

 Proficiency in MS Office

Language Ability  Fluency in English is a must, Arabic is an advantage

In this individual contributor role, you are responsible for representing Our Client and working with the emerging standards organizations (at a global level) that will drive the adoption of mobile business. With standards alliances/organizations playing a pivotal role in the quick and seamless adoption of mobile technology in PACS, the Director of Standards will work closely with these organizations and their various stake-holders to leverage Our Client’s technology and to maintain Our Client PACS’ leadership role in the access control industry.

The ultimate goal will be help drive demand of PACS’ mobile product and services portfolio and thereby increase our market share.

This is a global role; can anticipate travel 25-30%

Primary Responsibilities:

• Be a thought-leader in driving, navigating and helping create standards organizations that will influence the adoption and usage of mobile in the Physical Access Control industry.
• Be a strong spokesperson and evangelist of Our Client PACS’ latest technologies at all the standards organizations with a view to ensure continued business opportunity for Our Client.
• Align Our Client Global's contributions to align with overall Our Client vision/mission/purpose in key industry alliances.
• Coordinate Our Client PACS' participation in various industry alliances to ensure a cohesive Our Client's group strategic representation and message.
• Identify and support emerging standards that may impact Our Client PACS' current alliance direction, forward-looking product roadmaps, and/or go-to-market business strategies. This will require close collaboration with our global product and business organizations.
• Collaborate with Our Client's Group Technology Alliance Team and SR Alliance Team Members in ensuring that the latest technologies are strongly driven and communicated at the standards organizations.
• Communicate (internally and externally) about the latest developments in the global standards organizations to ensure that our business and product teams are constantly aligned with the future of the PACS mobile business landscape.
• Work with the different regional business leaders in understanding the local/regional standards that drive the adoption of mobile, and then playing a key influential role in those alliances.

Qualifications

• 10+ years demonstrable experience in working with industry standards organizations that influence the adoption and usage Physical Access Control solutions.
• Solid technical knowledge in Physical Access Control solutions with specific knowledge on mobile technologies related to credentials, communications protocols (BLE, NFC, UWB etc), chipsets, 
• Familiarity with organizations like CSA, CCC, FiRa, IEEE, Wi-Fi Alliance, ISO, NIST, BSI, SPAC etc. 
• Identity and Access Management Solution, PACS and mobile business expertise is preferred.
• Deep experience in SaaS, Applications, Software Services industry with understanding of key partner business drivers and ecosystem
• Proficiency with Word, Excel, and PowerPoint required
• BA/BS in Marketing, MBA will be preferred 

Director, Global Standards Organizations: Mobile

In this individual contributor role, you are responsible for representing HID PACS and working with the emerging standards organizations (at a global level) that will drive the adoption of mobile business. With standards alliances/organizations playing a pivotal role in the quick and seamless adoption of mobile technology in PACS, the Director of Standards will work closely with these organizations and their various stake-holders to leverage HID’s technology and to maintain HID PACS’ leadership role in the access control industry.

The ultimate goal will be help drive demand of PACS’ mobile product and services portfolio and thereby increase our market share.

This is a global role; can anticipate travel 25-30%

Primary Responsibilities:

• Be a thought-leader in driving, navigating and helping create standards organizations that will influence the adoption and usage of mobile in the Physical Access Control industry.
• Be a strong spokesperson and evangelist of HID PACS’ latest technologies at all the standards organizations with a view to ensure continued business opportunity for HID.
• Align HID Global's contributions to align with overall ASSA ABLOY vision/mission/purpose in key industry alliances.
• Coordinate HID Global PACS' participation in various industry alliances to ensure a cohesive ASSA ABLOY/HID group strategic representation and message.
• Identify and support emerging standards that may impact HID Global PACS' current alliance direction, forward-looking product roadmaps, and/or go-to-market business strategies. This will require close collaboration with our global product and business organizations.
• Collaborate with ASSA ABLOY Group Technology Alliance Team and SR Alliance Team Members in ensuring that the latest technologies are strongly driven and communicated at the standards organizations.
• Communicate (internally and externally) about the latest developments in the global standards organizations to ensure that our business and product teams are constantly aligned with the future of the PACS mobile business landscape.
• Work with the different regional business leaders in understanding the local/regional standards that drive the adoption of mobile, and then playing a key influential role in those alliances.

Qualifications

• 10+ years demonstrable experience in working with industry standards organizations that influence the adoption and usage Physical Access Control solutions.
• Solid technical knowledge in Physical Access Control solutions with specific knowledge on mobile technologies related to credentials, communications protocols (BLE, NFC, UWB etc), chipsets, 
• Familiarity with organizations like CSA, CCC, FiRa, IEEE, Wi-Fi Alliance, ISO, NIST, BSI, SPAC etc. 
• Identity and Access Management Solution, PACS and mobile business expertise is preferred.
• Deep experience in SaaS, Applications, Software Services industry with understanding of key partner business drivers and ecosystem
• Proficiency with Word, Excel, and PowerPoint required
• BA/BS in Marketing, MBA will be preferred 

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 

What we want to achieve and who we are looking for

Our strategic goal is to accelerate our businesses potential and to take it to the next level of profitable growth. This is a replacement role with the main purpose of growing regionally relevant sales revenue and expanding our trusted identity products, services and technology partnerships within the emerging markets. The Emerging Market Business Unit territory is Middle East Africa (MEA), ASEAN & India  (AIS) and Latin America (LAM). This Business Unit was created 2 years ago, and we are on a rapid growth path to evolve and increase our partners and customers physical and seamless access experience. This will require you to have an innovative approach when it comes to determine how to address the market, which product mix is required and what foot print you need. A key success factor will be the coaching and development of your multi-disciplined sales, pre-sales, technical, product marketing, marketing communications teams to steer their territories so the right strategic growth investments are made. You will also be closely working with our customer services and operations teams in order to achieve customer-delight and retention.

You will be entrepreneurial and commercially astute to “Expand and Penetrate” into regions where our position is underdeveloped but also balance where we need to “Protect and Grow” where Our Client has a strong presence. Harnessing the strengths and skill set of your sales team you will be responsible to service our customers via multiple routes whether it is via the channel, inside sales, end user and or key accounts.

Expertise in defining and creating a business strategy for Our Client PACS’ mobile solutions portfolio, PACS’ core hardware solutions (including, but not limited to our readers, controllers and physical credentials), service revenue models and the knowledge of how to apply this to our Industry is highly desired. You will thrive on being the public face of the Commercial Team and will regularly attend customer meetings, trade shows and exhibitions.

You are a people centric person, who knows how to lead teams by coaching them and encourage them to go the extra mile.

Although your main portfolio will be to support clients groups in Emerging Markets, you have a global mindset, are culturally aware and had the opportunity to work in a global environment. You are skilled at building relationships, gaining the trust of your peers and leaders, and challenging the status quo. You understand the complex challenges leaders face in a dynamic, changing business environment and use your existing experience, skills, network, and colleagues to solve challenging problems. You are someone who has the ability to collaborate, contribute and thrive within a fast-paced team environment and a matrix environment. To succeed in this role you are naturally results oriented, data driven with a strong business and commercial acumen and possess strong leadership skills.  

Reporting to the SVP and Head of Physical Access Control (PACS) Business Area and as a member of the PACS Leadership Team this is a unique opportunity to have full P&L responsibility within our Commercial Business Unit structure.

Duties and Responsibilities include the following. Other duties may be assigned.

• Build, lead, communicate and implement the vision, mission, and overall direction to the Emerging Market organization.

• Maintaining a profitable P&L for the Emerging Markets by achieving both top and bottom line objectives with a solid growth strategy across all Emerging Market territories. 

• Build, lead and coach Emerging commercial and operation teams.

• Work with other PACS Leadership team colleagues and department heads to implement the growth plans to support the sales development of the Region.

• Commercially astute you will understand the external and internal competitive landscape, create opportunities for market and portfolio expansion, work with customers, markets, new industry developments and standards. This includes; engaging in high-level negotiations to generate lucrative contracts or build beneficial relationships with partners and individuals.

• Represents Company in professional association responsibilities and activities in local/industry functions and events.

• As the VP you will represent the Emerging Market region in all Business internal and external meetings and be able to discuss and report on all aspects of the Business whetherpeople related, financials, operational KPI’s, sales forecasting, strategic planning, and acquisition integration.

Demonstrate a proficiency in the following:

• Excellent organizational, collaboration and interpersonal skills

• Knows how to develop and implement business transformational programs to lead to exponential growth

• Good reasoning ability to investigate and analyze information and draw conclusions

• Ability to work cross functionally and collaboratively to achieve desired business results

• Attention to detail, thoroughness, and being able to deal with complexity and ambiguity.

• Good listening skills and must be able to diplomatically deal with difficult situations

• Must be able to make effective and independent business decisions

• Have the ability and experience to lead a multi-disciplined organizations in a multi-location environment. 

• Ability to travel both domestically and internationally

Education and/or Experience:

• Hold a BA or BS in related field. MBA is preferred.

• At least 10+ years related experience including management experience of large teams.

• Experience in running a full P&L with demonstrable experience driving top and bottom line objectives.

• Understanding of market and competitive environment including deal activity and potential opportunities.

• Solid leadership and management experience, including strategic thinking, innovation, coaching and mentoring, scaling and collaboration.

​​​Language Skills:

• Ability to effectively communicate in the English language verbally and in writing. Any other language would be a plus.

• Must have ability to write articles, conduct presentation, etc. and be able to present them.

​​​Computer Skills:

• Proficient in MS Office applications, such as Word, Excel, PowerPoint, etc.

• Familiar with current operating systems, such as Windows, etc.

• Knowledge of WebEx or other web-based video communications software beneficial.

About the job

We are seeking for an experienced Business Development Manager that is self-motivated, with a proven track record of execution as a team member and team leader. The ideal candidate will develop new end user business opportunities and have experience in selling to multiple verticals including Transportation, Law Enforcement, Critical Infrastructure, Healthcare, Campuses, and the Corporate sector within a given region and / or vertical. Secondary responsibility is to identify and develop channel partners within a given region and / or vertical.

This role will be responsible for the state of New York, New Jersey, Connecticut.

Key Areas of Responsibility:

• Develop and manage all industry end user relationships within the defined territory and/or vertical.
• Experience and executive presence to lead client meetings.
• Identify, grow, manage and support new and existing channel partners.
• Experience in selling to multiple verticals including Transportation, Law Enforcement, Critical Infrastructure, Government, Healthcare, Campuses, and the Corporate sector.
• Develop a sales strategy that cultivates and develops business connections at all levels of a customer's organization in our targeted markets.
• Meet new customer revenue and current customer expansion targets (i.e. driving renewal revenue, and ensuring client satisfaction).
• Understand and influence customer buying process.
• Communicate Our solutions and services to meet customer specific needs.
• Meet or exceed established sales goals through strategic account planning, networking, and the utilization of corporate resources from pre-call research through close, including presentation preparation for all phases of the sales cycle.
• Work to develop and drive spec opportunities with A&E partners and consultants
• Collaborate with pre-sales engineering team, lead and oversee ISS’ responses to RFP/RFI initiatives.
• Assist channel partners with quotations and proposals.
• Regularly conduct strategic account evaluations to assess service needs and product use patterns.
• Develop a strong understanding of Our SecurOS platform and analytics, with a focus on the value it may provide to a client's business.
• Offer detailed and timely reports on activities and opportunities within the region.
• Provide marketplace feedback, including competitive information, customer expectations, industry trends, etc.

Requirements:

• Bachelor’s degree
• 5+ years’ experience in Sales and /or Business Development in software sales (in physical security, preferred)
• Experience selling technology / solutions to end users
• Experience in Manufacturer Sales to Distributors and Systems Integrators
• Ability to build new relationships with end users
• A thorough grasp of the physical security industry as it relates to A&E Market
• Understanding of one- and two-tier distribution models
• Excellent presentation skills
• Ability to effectively communicate (verbal and written) with excellent listening skills
• Highly organized and self-motivated
• Experience with Excel and CRM a must
• Prepared to travel 40% (or more) of time

Compensation:

• Salary Range: $90,000 - $100,000
• Commissions based on sales target achievements
• HealthCare, Eye, Dental, Life Insurance
• 401K
• Vacation, Personal Time, Holidays

Job Type: Full-time

Job Type: Full-time

Pay: $90,000.00 - $110,000.00 per year

Job Description

The Sales Engineer - Video Security & Access Control, holds a key position that requires a dynamic individual who is knowledgeable and passionate about utilizing cameras, analytics, sensors, and access technologies to deliver outcomes-based physical security solutions for customers.

Responsibilities include:

• Effectively disseminate product knowledge by providing thorough training to sales teams, manufacturing representatives, channel partners, and end-users.
• Articulate the technology and demonstrate differentiated value propositions to both business and technical prospects.
• Conduct compelling in-person and remote product demonstrations and lead technical discussions.
• Support sales team in responding to RFP’s by designing, specifying, and quoting systems.
• Develop and maintain strong relationships with customers and partners.
• Extensive travel to provide on-site support for sales, integration, troubleshooting, and training.
• Collaborate with the customer success and support teams in providing post-sales support to customers.
• Manage demo equipment assets.
• Closely support sales teams in achieving sales targets and strategic goals.
• Be proactive in the entire sales cycle, assisting in the identification of stakeholders; identifying potential risks in the engagement and proposing mitigating actions.
• Perform related duties as assigned.

Technical: 

• Intimate knowledge and experience with Windows troubleshooting tools and techniques.
• Excellent knowledge of networking principles and IP communication.
• Experience with computer hardware configuration and troubleshooting.
• Experience with network equipment configuration and troubleshooting.

 Qualifications: 

• Seeking 2+ years of experience in sales engineering/presales roles for a technology company.
• Strong understanding of the video surveillance or access control markets.
• Strong knowledge in networking and system design.
• Self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.
• Excellent verbal and written communication skills.
• Strong negotiation skills.
• Excellent presentation skills. 
• Possesses strong analytical and troubleshooting skills.
• Has a pleasant, friendly style of verbal and written communication.
• Seeking candidates in IA, NE or SD.
• College degree or diploma of technology preferred.
• Prior experience in the physical security industry preferred.
• Microsoft and/or Cisco certifications preferred.
• Certification for any competitive products preferred.

 Travel Requirements: 

• 50-75% travel by land and/or air within territory required. 

Job Description

Reporting to Our Clients Regional Sales Director, the Channel Sales Executive, Video acts as a primary contact for all video solutions selling initiatives with end-users in territory, proactively manages their relationships and deploys sales actions and strategies in order to grow business and meet territory revenue goals.

Responsibilities:

• Develop new business with end-user customers with emphasis on new account development
• Promote and market Our Clients products and services within the assigned territory and named accounts
• Identify diverse customer needs, and understand how our product portfolio can be applied to satisfy these needs
• Build strong relationships and customer knowledge by understanding Our Clients business model
• Leads video and analytics solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company personnel
• Work with vertical marketing teams to identify end user engagement opportunities through associations, conferences, and tradeshows
• Prospecting on a daily basis using all tools available will be key to the success of this position
• Sales Forecasting as required
• Maintain CRM data for new and existing account development

Qualifications:

•  4+ years of technical solutions sales experience
• Physical security solutions experience a plus
• Strong technical acumen and ability to speak towards our products and solutions; technical background to include networking protocols, network equipment configuration
• Working knowledge of IP networking, Information Assurance and or Cyber Security a plus
• Must be a self-motivated problem solver
• An ideal candidate will be able to help customers envision solutions, services, and applications
• Solid working knowledge of Salesforce.com, Google Productivity Suite is strongly desired
• Development and execution of sales and go-to-market strategies in a highly collaborative environment is imperative
• Must be self-reliant and able to work effectively from a remote office
• Excellent analytical, verbal and written communication skills
• Time management skills are required, and candidates must have the ability to manage multiple priorities in a complex, fast-paced environment
• Ability to travel weekly to territory (50%+ of territory travel)

Location & Travel Requirements:

• Seeking candidates must be based in NJ and NYC Metro area. Travel will be up to 50% of the time. This travel will be within the territory; no air travel is anticipated.

Job Description

Reporting to the VP of Commercial Business Development North America, the Business Development Manager - Energy holds a key position that requires a dynamic individual who is knowledgeable and passionate about surveillance and is highly customer focused and efficient. The core objective of this position is to create and win enterprise as well as strategic sales opportunities within the Energy vertical marketplace.

Responsibilities and Duties:

• Design, build and execute comprehensive business practice for the Energy vertical
• Create and execute assigned sector business plan, update and modify quarterly to reflect market changes/innovations and/or technology acquisitions.
• Create and execute marketing plans targeting the Energy vertical, including marketing campaigns, tradeshow events, sales tools and web resources, social media and customer interactions as approved.
• Work with and educate North American Sales Team members on how to engage with the Energy vertical effectively and with maximum results.
• Develop and maintain deep, meaningful relationships within the Energy vertical that are relevant to security and surveillance and have the possibility of generating opportunity for our client and to include trade associations, affinity groups etc.
• Work with North American Sales Team on identifying key Energy vertical partners/end-users; equipping team with resources to quickly and effectively engage contacts in a manner that will result in Our Clients differentiation in the Energy vertical, market leadership, and subject matter expertise that will help close deals.
• Help in identifying trade associations, partnering opportunity, new business plans & objectives, and other creative market approaches to maximize impact of North American Sales Team efforts
• Identify “product gaps” that need to be addressed by Product Management in order to gain greater exposure/standardization in the vertical market. Prepare regular reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to Our Clients.
• Schedule regular engagements with key stakeholders in the Energy vertical market to maintain relationships and assigned opportunities relative to latest and greatest within Our Clients portfolio (Lunch and Learns, webinars, on-site meetings/demos) and attend tradeshows.
• Manage business unit resource - demo equipment, marketing budgets, travel budgets, or any other resources the company allocates.
• Develop standardized Energy vertical market presentations and sales tools for use by North American Sales Team outlining Our Clients value proposition within vertical.
• Compile data on competitive products and pricing and report it back to head office, maintain working knowledge of competitive offerings.

Qualifications:

• Seeking 4+ years of sales experience in one of the following: Video, Security or Access Control
• Experience in the Energy space a plus
• Strong technical acumen and ability to speak towards our products and solutions
• Ability to accurately forecast revenue on a weekly, monthly, quarterly, and annual basis
• Proven record of achievement in delivering results and developing collaborative relationships
• Strong understanding of our go-to-market strategy and sales philosophy is required
• Excellent analytical, verbal and written communication skills
• Time management skills are required, and candidates must have the ability to manage multiple priorities in a complex, fast-paced environment

Territory:

• The Business Development Manager, Energy North America will have the responsibility to cover the Energy market, North America vertical, and any other areas/verticals/markets assigned from time to time.
• Frequent travel (approximately 60% by air and car) will be required during the execution of the duties

The world's leading retailers trust and rely on our clients solutions to improve
their bottom line by minimizing shrink, streamlining operations via hyper automation, and
delivering a better customer experience.
Our clients AITM is a comprehensive process aware platform that delivers Checkout
Intelligence, Shelf Intelligence, Supply Chain Intelligence, Car Lot Intelligence, Production
Line Intelligence, and Generic Process Automation Applications, transforming how businesses
see and solve their most costly problems. The company’s ground-breaking AI technology
processes over 200 years of video footage every day and protects ~$500B worth of assets.
Our client has earned multiple industry accolades, including 5 consecutive years as Gartner’s
Top Pick for Retail Technology Innovation, Deloitte’s Tech Fast 50 winner, and Google &
Deloitte’s new Tech award winner.

Position mission

Support of current customers to ensure project timelines are met and new clients products
are sold into our current client base. This position supports and most importantly ensures that
End User sees value from retaining our client as a service provider.

Main responsibilities
• Client Account Director will work closely with the SVP Sales and Chief Revenue
Officer to provide the highest levels of sales support to our current customers, as well
as position new client products into our installed base.
• Client Account Director will ensure that current store rollouts of the clients solution are on track for rapid deployment
• Client Account Director will position the Everseen EverDoor and EverShelf products
into our existing EverCheck client base, using enterprise SaaS selling methodologies
and comprehensive ROI analysis to support those sales efforts
• Client Account Director will set and manage the expectations of the Client with
regards to B2B requirements, service level KPIs and the Client “on the ground” go to
person for day-to-day requests and issues.
• Working closely with the Client’s Business Teams & Everseen’s Delivery Team to
ensure that project and system installation rollouts are professionally managed.
Performing duties and responsibilities to the best of abilities in a diligent, trustworthy,
businesslike, and efficient manner.

Main interfaces
• Client single point of contact.
• Client Business Teams
• Everseen’s Operations department
• Everseen’s Revenue team.

Successful candidature requirements
• 5+ years in a sales management role supporting current Clients and positioning new
products into accounts that fall under your remit
• Demonstrated success in leading retail client accounts and positioning new products
• Having the skills to identify a comprehensive understanding of client needs and
requirements.
• Knowledge of AI and its use in retail.
• Forecast and track key account metrics (quarterly sales result and annual forecast).
• Experience doing presentations at a senior level.
• Able to detect, understand and compile detailed information on Client organizations,
key decision makers and influencers.
• Enough technical experience or knowledge to understand Everseen product offering,
features, and functions.

Other Candidate relevant aspects

• Strong verbal and communication skills. English at a native level.
• Consultative selling skills (excellent active listening, understanding or client’s needs
and identification of main client main buying motivations).
• Negotiation abilities.
• Time management. Able to organize their working day and, at the same time, prioritize
work resources to meet Client requirements.
• Should have communication and people skills (person able to interact in a commercial
context with clients).
• A true passion for delivering best-in-class customer experience.
• A true drive to meet and exceed annual targets and goals.