HID Global's Physical Access Control Solutions (PACS) Business Area has evolved into a solutions-oriented business area by combining technologies into 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 a Business Development Manager - LAM, your primary responsibilities include owning the regional 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.You love user journeys and can articulate go-to-market strategies, engaging with regional teams to gain their commitment and motivation to execute, with 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 regional role; you can anticipate travel 30-50% of your time, as well as virtual collaboration across multiple time zones.SummaryAs HID Global continues its expansion into Latin America Region, we are currently looking to hire an enthusiastic, energetic, and high-performing Business Development Manager. This individual contributor candidate will be responsible for growing the business with focus on new customer acquisition and new market development.Duties and ResponsibilitiesStrategy Development: Collaborate with stakeholders across the company (engineering, marketing, sales, finance, legal) in the development of a business strategy.Identify partnerships and M&A opportunities that can drive significant new business potential for the Business Area.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 LAM region, with an eye towards scalability and sales efficiency.Develop strategy and tactics to drive substantive and measurable changes 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 relationships 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.QualificationsPrevious commercial experience in multi-country B2B relationships required, regional or global exposure preferred, with strong relationships with decision makers, influencers, and program managers in key target businesses.Understanding of PACS or System Integrator solutions selling desirable, especially within the designated vertical.Experience of indirect sales structures (distributors, integrators, OEMs, installers).Demonstrated time management, communication, decision-making, presentation, and organization skills.Ability to prioritize and manage multiple tasks simultaneously and complete short and long-term tasks and project assignments on time.Ability to work in a team-oriented atmosphere, with minimal supervision.Must be a creative thinker and should possess the ability to resolve critical problems with a strong sense of urgency.Proven track record of building strong end-user relationships, with the ability to gather market intelligence to clearly understand customer needs and then advocate solutions that clearly meet or exceed them.Education and Experience10 years of 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.Experience qualifying and selling technology solutions to public and private sectors in LAM region.BA/BS required; MA/MS preferred.Language SkillsAbility to effectively communicate in English and Spanish language verbally and in writing.Computer SkillsEnsure proper utilization of Salesforce.com CRM, with respect to the timely updates of opportunities, business activities, and relevant customer data. Experience in TEAMS collaboration (channels, SharePoint) and Salesforce CRM advantageous. Proficiency with MS Office apps.Work RequirementTravel and fieldwork include international travel; therefore, employee must possess or can acquire a valid Passport. Must be legally eligible to work in Latin America Countries (Brazil, Mexico, Colombia).
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