Account Executive, State and Local Sales

Overview

IDEMIA is the global leader in identity and security. Our mission is to create a safe and simple future where identity verification is indisputable, and only you can assert your identity. We are a distributed company leveraging the latest technologies to deliver world-class products in the private and public sectors of finance, telecom, identity, security, retail, sports entertainment, commercial, government, and IoT. We use a variety of technologies and approaches to deliver quality product and services to government agencies and technology companies. IDEMIA is a made up of a group of 14,000 diverse people from different nationalities, speaking over 20 different languages. Together, our solutions impact the everyday lives of citizens and nations. In this ever-changing world, protecting your identity is paramount. Join the team that is ensuring one person - one identity.

Responsibilities

• Individual contributor sales role 
• Manages all elements of the sales cycle within assigned geographic areas and/or product line territory with primary focus on new accounts including sales prospecting activities, follow-up, business value analysis, sales price, discounts negotiations, and involvement in proposal development and effective management of the sales closure. 
• Executes the sales strategy and territory business plan to surpass all sales objectives from a revenue, profit, and customer satisfaction perspective. 
• Develops detailed business case and ROI scenarios to document the value of pursuing potential opportunities and related benefits. 
• Develops and manages an efficient distribution network to improve sales performance. 
• Conducts market research to understand competitors and market trends. 
• Provides innovative ideas and suggestions to improve the market presence. 
• Maintains relationship with existing customers by gathering customer feedback leading to improved customer satisfaction, product development, and market analysis. 
• Provides input to product management and communicates the needs of the customers and the marketplace. 
• Develops a comprehensive knowledge of IDEMIA products and technical architecture, industry characteristics, and competitive environment. 
• Responds to solution and product inquiries. 
• Collaborates with Sales Director and Vice President to establish and controls budget for sales promotion and trade show expenses. 
• Adds a positive sales culture and sale centric atmosphere among the team members. 
• Attends staff meetings, Users’ Conference, and other shows as required. 
• Maintains an ongoing contact database and reporting of sales activities in SalesForce. 
• Performance goals: annual forecasts, quarterly and monthly revenue streams. 
• Formulates all sales policies, practices, and procedures

Qualifications

• Desired 5 to 10 years of experience in the S&L government sector.
• Must have experience selling technical solutions to state governments and or state law enforcement agencies
• Must have strong leadership skills with capabilities in business development, proposing innovative solutions, value propositioning, and motivating non-IDEMIA employees.
• Must have experience driving business solutions through influence and collaboration in a global matrix organization.
• Must have experience in working collaboratively with business partners to effectively resolve problems.
• Must have excellent organization and time management skills which includes planning, organizing, and prioritizing with attention to detail; must be able to understand and manage conflicting priorities; must have a proven track record for timely delivery of multiple parallel objectives, cost control, and customer satisfaction.
• Must have excellent analytical skills allowing for thorough consideration of all aspects associated with roadmap and integration priorities.
• Must possess strong problem-solving skills and proven ability to apply techniques at all levels of the organization.
• Must possess demonstrated verbal (including presentation in person and web based) and writing communication as well as excellent listening skills.
• Must have good interpersonal skills and be able to establish strong relationships; must be confident and at ease dealing with a variety of personalities from multi-cultural backgrounds.
• Must be able to build trusting relationships to gain support and achieve results, at all levels of the organization; must be able to work in a team environment and to partner and interface with business executives and operations leaders in different department/business units.
• Must be able to work in an environment with international objectives and to understand issues domestically and internationally to communicate effectively wit