End User Business Development Manager - Higher Education

HID is a high-tech software company that powers trusted identities for people, places, and things. The Business Development Manager for Higher Education will identify and develop new business opportunities in the Utilities market, enhancing HID’s image and expanding sales opportunities while acting as a trusted advisor to end-users.

Responsibilities:

• Applying HID Physical Access Control Solutions Global Business Unit strategy:
• Utilizing data to identify “Named Accounts” in the vertical
• Utilizing data to identify “Key Consultants” working with those Named Accounts within the vertical
• Identifying, prioritizing, scheduling, pursuing, and delivering strategic Key End-user sales and project opportunities for target fulfillment
• Building long-term relationships through direct and indirect touch
• Using innovative marketing tools to nurture this relationship
• Making the knowledge available to HID sales and product marketing teams for planning and fulfillment purposes
• Conducting End-user seminars and training to better understand the required features & functions of future technologies
• Providing End-user presentations during “face-to-face” introductory meetings
• Developing and scheduling the deployment of required End-user programs to address individual End-user needs
• Identifying & understanding the business models of the Named End-user accounts as they relate to security
• Cooperating with and coordinating company internal technical resources and project teams to effectively communicate the expansion/transition to future technology
• Providing educational/awareness briefings for End-users to reinforce HID Global’s role as “Trusted Advisor”
• Interfacing, collaborating, and communicating effectively with other departments and business units/functional groups addressing the end-user in support of HID Global’s goals
• Expanding and maintaining a comprehensive database of key end-users
• Maintaining a high degree of product knowledge on the spectrum/benefit/road map level
• Attending applicable industry tradeshows, meetings, and other HID internal and external events, especially with focus on speaking and presentation opportunity
• Participating in applicable End-user seminars/consultant seminars and conferences and drive HID’s engagement
• Providing timely and accurate monthly status report of group activities and progress using SF; including product mix, timelines for delivery and revenue contribution
• Cooperating 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

Requirements:

• Bachelor's degree (or equivalent) in technology or business-related field
• Advanced business degree (Masters or MBA) also a plus
• 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 end users
• Clear understanding and experience with the end user corporate culture, environment, and decision process within the Higher Education market
• Understanding of the consultant community requirements and tools related to this vertical
• Effective communication skills with end-user corporate management and executive personnel
• Proficient technical knowledge of Physical Access Control Solutions (PACS) and the authentication market to support the role of 'Trusted Advisor' to End-user communities and the consultant community
• Understanding of HID Global sales development ecosystem: Business segments with focus on PACS, channel rationalization, sales process, HID road map in PACS