End User Business Development Manager - Education

End User Business Development Manager - Higher Education

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Location:

Remote, US (West Coast Preferred) — Job

This position requires a knowledgeable and experienced business professional to identify, develop, and close net new business opportunities focused on the Utilities market. The individual will apply a share‑of‑wallet strategy for HID Global, enhancing HID Global’s image and expanding sales opportunities within the Utilities vertical market. The actions taken in this role will ensure that HID Global is recognized as the “Trusted Advisor” to both the End‑User and Influencer/Consultant communities, creating pull‑through sales value for the supply channel for HID Global’s products and services for Physical Access Control and its Strategic Growth Initiatives.

The professional will be the “voice of HID” in front of senior managers and decision‑makers, conveying the “one HID” message. The ideal candidate will be located near a major North America metropolitan area.

HID powers the trusted identities of the world’s people, places, and things, allowing people to transact safely, work productively and travel freely. We are a high‑tech software company headquartered in Austin, TX, with over 4,500 worldwide employees.

• Apply HID Physical Access Control Solutions Global Business Unit strategy:
  • Utilize data to identify “Named Accounts” in the vertical.
  • Utilize data to identify “Key Consultants” working with those Named Accounts within the vertical.
  • Identify, prioritize, schedule, pursue, and deliver strategic Key End‑user sales and project opportunities for target fulfillment.
  • Build long‑term relationships through direct and indirect touch.
  • Use innovative marketing tools to nurture this relationship.
  • Make the knowledge available to HID sales and product marketing teams for planning and fulfillment purposes.
• Conduct End‑user seminars and training to better understand the required features & functions of future technologies.
• Provide End‑user presentations during “face‑to‑face” introductory meetings.
• Develop and schedule the deployment of required End‑user programs to address individual End‑user needs.
• Identify & understand the business models of the Named End‑user accounts as they relate to security.
• Cooperate with and coordinate company internal technical resources and project teams to effectively communicate the expansion/transition to future technology.
• Provide educational/awareness briefings for End‑users to reinforce HID Global’s role as “Trusted Advisor”.
• Interface, collaborate, and communicate effectively with other departments and business units/functional groups addressing the end‑user in support of HID Global’s goals.
• Expand and maintain a comprehensive database of key end‑users.
• Maintain a high degree of product knowledge on the spectrum/benefit/road map level.
• Attend applicable industry trade shows, meetings, and other HID internal and external events, especially with focus on speaking and presentation opportunity.
• Participate in applicable End‑user seminars/consultant seminars and conferences and drive HID’s engagement.
• Provide timely and accurate monthly status report of group activities and progress using SF; including product mix, timelines for delivery and revenue contribution.
• Cooperate with end‑user marketing for end‑user focused tools: development of whitepapers, brochures, web presence, speaker engagements, end‑user events, dedicated list procurement and lead nurturing.

• Bachelor’s degree (or equivalent) in technology or business‑related field. Advanced business degree (Masters or MBA) also a plus. Candidates with equivalent education plus relevant industry experience may also be considered.
• Minimum of 7 years’ experience in the security or related industry, ideally with emphasis in physical access control solutions.
• Minimum of 5 years successful sales or business development experience at channel and end‑user level in the North America region.
• Previous exposure to consultant community and requirements in an end‑user project.
• Understanding of how to sell SaaS Solutions to…