Regional Business Development Leader | Digital Payment Services
Purpose
This role brings new business for IDEMIA through customer acquisition and offering launch.
Key Missions
- Builds a strong knowledge of the eco-system in the respective scope
- Identifies & qualifies lead opportunities
- Collects critical information (budget, timeline, decision makers & scope of work) to fit customer needs vs. IDEMIA offering
- Prospects and builds an opportunity pipeline through active monitoring of legislation, budgets and call for tenders
- Uses 'green field' strategy based on own network, LinkedIn or events
- Supports account sales manager for new and advanced offerings
- Conducts commercial pitch
- Analyzes competition environment to define a pricing strategy
- Acts as business expert and a reference for a product line in support of the account managers
- Coordinates internal customers to ensure deal feasibility and obtains necessary validation (technical offer & commercial offer)
- Handles offer submission and iteration
- Transfers customer relationship to account management team
- Manages managers or chief revenue officers of new offers for a region or a BU
- Manages most strategic deals
- Plays a role of deal maker thanks to an own stable network
- Validates technical and commercial offer
- Defines the go to market strategy
- Coaches and reviews deal strategy prepared by their team members for strategic deals
- Deals with strategic customer escalation
- Represents business in all key internal milestones (target definition, vcp, budget)
- Supports pitch for strategic customers or deals
- Interacts with customer decision makers or C-level
- Co-defines product roadmap based on market and product knowledge