Strategic Alliances Director - Mobility (HID1256)

Location: 
Remote Europe, Middle East and AfricaRemote
HID Global
2020-11-02
Job Type: 
Full-time
Functional Area: 
Sales
Job Level: 
Director

Strategic Alliances Director  - Mobility (HID1256)

  • HID Global – Physical Access Control Solutions Business Unit
  • This is a global role; can anticipate travel 50-70%
  • Location: EMEA, preferred location Netherlands                                                                                                                                                              

Do you want to work for the pioneer and proven industry leader in trusted identify solutions that power the world’s people, places and things?

If so, this brand new role has been created for you!

 

Summary

HID Physical Access Control Solutions (PACS) Business Area has evolved to be solutions-oriented by combining technologies in credentials, readers, controllers, cloud, mobile, visitor management and location services.  In order to make these solutions available more broadly in the context of a rapidly evolving digital landscape, PACS has initiated a strategic alliances function to develop relationships with key partner segments.

In this individual contributor role, you are responsible for developing strategies, action plans, and relationships to influence the integration and go-to-market of PACS product offerings within the key Mobility partner segment. 

You are responsible for developing and managing relationships with key mobility partners who develop mobile device platforms or telecom infrastructure and extend/enhance digital services on mobile devices.  The ultimate goal is to influence the specification and purchase of PACS product offerings.  Successful partner engagements will result in increased HID PACS market share.

As the Director of Strategic Alliances in Mobility, your primary responsibilities include developing alliance strategy supported by business justification, managing relationships from cradle to grave, and executing deliverables with some of the largest mobility companies to drive Business Area growth.

What excites us

  • Strategy Development: You guide the PACS Business Area leadership and collaborate with stakeholders across the company (Engineering, Marketing, Sales, Finance, Legal) in development of mobility partnership strategy, translate business and product strategy into alliance strategy, and identify and architect partnership opportunities that drive significant new business for the PACS Business Area.
    • You are good at unearthing and developing new ideas, niche market opportunities and revenue streams with an eye towards key partners and scalability.
    • You nurture collaborative and impactful relationships with diverse portfolio of mobile device and telecom ecosystem providers to drive broad adoption of HID products, services and functionality.
    • You deliver substantive and measurable change in adoption rate and scale through partners; where applicable execute pivots that ensure success
  • Execution and Negotiation: You make green/red decisions sensibly with consideration of time-to-market and business objectives.
    • You define business fit and prioritization clearly in the playbook and implement metrics and benchmarking to measure success.
    • With that you know how to steer complex deal performance and track efficacy relative to expectations for new business while maintaining ongoing relationships to ensure compliance and commitments are fulfilled.
  • Industry Expertise: You know your area well as the subject-matter-expert in mobility landscape including competitive and market dynamics along with product and technology trends.  You are curious about technology and its impact on the user journey, value stream flows and ask “what if?” to find solutions for customer problems before our competitors do. You can handle detailed business negotiations, have hands-on experience with execution and follow best practices that will set the team for success.
  • Traits that matter: You are flexible and enjoy a high-change environment that is focused on building innovative, mutually beneficial partnerships. Your sense of urgency to “make things happen” is balanced with the needs of multiple stakeholder teams.  You care about coaching while empowering internal teams to challenge and improve the alliance program with you.

What excites you

  • Influencing: You like to influence and drive results in a complex and highly ambiguous technical and business environment with the ability to communicate and influence all levels from senior executives on down through all functions.
  • Collaborating: You feel comfortable in aligning and leading cross-disciplinary virtual teams to drive key business development initiatives for complex deals from creation to implementation.
  • Using your interpersonal traits:  With an eye for detail and data; you force boundaries to take calculated risks; you contribute consistently and positively in a high-paced work environment and take corrective action, implementing pivots speedily where needed. You can adapt to directional changes and moving priorities to ensure results are not compromised.  You can see the needs and identify commonalities across partners with drive to deliver “the new”.  Data is king and you know how to apply analytics to gain buy-in for evolving business needs.

Qualifications

  • 10+ years experience in driving new business within a cloud-based platform and services organization in a role that required external-facing engagement with end users/partners.
  • Physical Access Control Solution expertise is a plus
  • Identity and Access Management Solution and mobile credential expertise is preferred
  • Deep experience in mobile device platform or telecom industry with understanding of key partner business drivers and ecosystem
  • Experience with business contracts and negotiation
  • Proficiency with Word, Excel, and PowerPoint required
  • BA/BS required, MA/MS preferred

Would you like to join us?

Please submit your application!

Last application date: 30th November, 2020

 

HID Global powers the trusted identities of the world’s people, places and things. We make it possible for people to transact safely, work productively and travel freely. Our trusted identity solutions give people secure and convenient access to physical and digital places and connect things that can be accurately identified, verified and tracked digitally. Millions of people around the world use HID products and services to navigate their everyday lives, and over 2 billion things are connected through HID technology. We work with governments, educational institutions, hospitals, financial institutions, industrial businesses and some of the most innovative companies on the planet. Headquartered in Austin, Texas, HID Global has over 4,000 employees worldwide and operates international offices that support more than 100 countries. HID Global® is an ASSA ABLOY Group brand.