Country Sales Director

Since our founding, IDEMIA has been on a mission to unlock the world and make it safer through our cutting-edge identity technologies. Our technology leadership makes us the partner of choice for hundreds of governments and thousands of enterprises in over 180 countries, including some of the biggest and most influential brands in the world. In applying our unique expertise in biometrics and cryptography, we enable our clients to unlock simpler and safer ways to pay, connect, access, identify, travel and protect public places – at scale and in total security.

Our teams work from 5 continents and speak 100+ different languages. We strongly believe that our diversity is a key driver of innovation and performance.

Purpose

IDEMIA is seeking to appoint a high-impact, high-energy commercial leader for the role of Sales Manager, T&T (Southeast Asia). Based in either the preferred locations of Malaysia or The Philippines, this role reports to Regional BD/Sales Director Asia + India T&T. This sales role will be a true commercial partner and a driving force in executing the growth plan, with responsibility over the T&T business in either one or more key Southeast Asian countries.
The successful candidate will have solid understanding of the T&T market in general including border management, Air Travel (Airports, Airlines), maritime and other adjacent market addressing people/passengers and object movement processing.

Key Missions

• Develop and implement a strategic sales plan to expand the T&T business in Southeast Asia, in line with the company’s overall objectives and targets
• being responsible for all commercial deals and opportunities in country
• has a solid understanding of T&T business across Government Sector (Border Management), Airport Transportation Industry, Maritime, Railways for Malaysia
• has strong existing C-Level relationships in key T&T markets across Southeast Asia
• has experience in selling advance security and passenger processing technologies technology and services across Southeast Asia
• appraising existing sales performance and coordinating marketing and sales efforts
• negotiating and holding the commercial position for IDEMIA in Southeast Asia
• ensuring that IDEMIA’s capability is marketed and sold in accordance with budgeted objectives to obtain maximum profitability
Commercial Acumen / Growth Orientation
• minimum 8 years’ experience in the marketplace selling technology solutions, and significant experience in a commercial leadership position
• ability to develop strategies for the successful introduction and growth of the IDEMIA T&T service offering
• experience in planning marketing strategies, advertising campaigns, and successful public relations efforts
• has a deep understanding of the services and more specifically, the T&T ecosystem in Southeast Asia
• experience creating and selling solutions and services
• knowledge of people, contracting, negotiating, and change management
• ability to translate the client’s business needs into services
• cross functional leadership experience to include business development, sales and marketing
• experience in setting stretch targets, implementing streamlined processes and systems to monitor and improve conversion rates
• the ability to set clear and challenging goals while committing the organization to improved performance, tenacious and accountable in driving results
Building Relationships and Using Influence
• effectively manage and influence people to ensure effective sales strategy implementation, follow-up and delivery are in place
• strong communication skills needed to interface and own relationships at C-Level
• ability to represent the company publicly with internal and external clients
• naturally connects and builds relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively
• ability to inspire trust and followership in others through compelling influence, charisma, passion in his/her beliefs, and active drive
Personal Attributes and Culture Fit with IDEMIA
• results driven operator, a “go-getter” who can roll his/her sleeves up and has high energy levels
• global mindset, with extensive work experience internationally; must be highly comfortable in a fast-paced, international and very diverse setting
• independent thinker with strong ability to use own judgment and initiative to solve commercially complex problems
Qualifications
• Travel & Transport domain knowledge and experience is mandatory
• Experience in biometrics preferred