Director Sales

Overview

We are a global leader in providing identity-related security services to governments and private companies. Since its inception, IDEMIA has made it our mission to make the world safer through our deep-rooted experience in biometrics and cryptography. Our technology leadership makes us the partner of choice for hundreds of governments and thousands of enterprises in more than 180 countries, including some of the biggest and most influential brands in the world. 

At IDEMIA, our mission is to make it safer and easier for people to pay, connect, be identified, access, travel and stay safe by reinventing the way we interact. Backed by the most advanced biometrics and cryptography technologies, we create adaptable and scalable mission-critical solutions that impact all industries ౼ from banking to telecommunications, automotive to travel, and travel to public safety. 

Responsibilities

We are seeking a Solution Sales Director with proven software solution selling experience to join our growing Smart Biometrics sales team. The ideal candidate will be responsible for identifying and closing sales opportunities for our enterprise-level solutions. This position will require a strategic approach to value-based selling and working closely with customers and internal teams to deliver tailored solutions that meet client needs. We are looking for a hunter from within the SaaS enterprise marketplace.

As our Solutions Sales Director, you will support our business ambition by: 

• Sales Strategy - Develop and execute strategies for selling complex solutions, aligning with the customer’s business objectives. Use practices such as territory planning, account development plans, pipline management, gap analysis and risk mitigation.
• Lead Generation - Identify and pursue new business opportunities, through cold calling, networking, and inbound inquiries.
• Consultative Selling - Engage with prospects in a consultative manner, understanding their needs and positioning solutions, leveraging product and service knowledge. 
• Sales Cycle Management - Own the entire sales process, from prospecting to closing, including pricing, quoting, negotiationsc, and contract management. Use mechanisms such as territory planning, account development plans, pipline management, gap analysis, and risk mitigation strategies. 
• Relationship Management - Build and maintain long-term relationships with clients, ensuring customer satisfaction and retention. 
• Collaboration - Work with internal teams such as product management, program managers, and client solutions to tailor solutions and create proposals. 
• Sales Reporting and Forecasting - Track sales activities, generate reports, and forecast sales projections. 

Qualifications

What we will love about your background:  

• Bachelor’s degree in engineering. Additional qualification of a business degree is a plus.  
• 10-12 years of proven experience in solution sales from within SaaS enterprise marketplace (e.g., SaaS, IT solutions, B2B). Prior experience in access control/biometric technology is plus. 
• Strong understanding of consultative sales processes and ability to sell complex, high-value solutions. 
• Proven track record of meeting or exceeding sales targets. 
• Excellent communication and negotiation skills. Ability to crack numbers including pricing and quoting. 
• Ability to build strong relationships with key stakeholders, both internally and externally. 
• Experience using CRM systems like Salesforce, HubSpot, or similar tools. 
• Self-starter and work well in team in a fast-paced environment.  

Job Location and Travel Requirements 

The role will be hybrid and based out of US, preferably in Washington area (our head office is in Reston, Virginia). The role will require extensive travel within US to meet the prospective customers and will require to liaison and coordinate closely with the sales managers in the region.