Job ID: 32652
An Amazing Career Opportunity for a Strategic Alliances Director Mobile, EMEA!!
In this individual contributor role, you are responsible for developing and managing relationships with key Technology Integration Partners (TIP) in the mobile business ecosystem who develop cloud-based access control services & integrations, mobile applications and products to extend/enhance digital services on mobile devices. The goal is to engage such technology partners who can be evangelists of HID’s Mobile strategy resulting in increased HID PACS market share via direct and pull through sales of PACS hardware and software offerings.
As the Director of Strategic Alliances, your primary responsibilities include developing alliance strategy supported by business justification, managing relationships across all levels in the TIP organization, and executing deliverables with the partner ecosystem to drive Business Area growth.
This is a regional role, focused around EMEA; can anticipate travel 50-70%
Who Are We?
HID powers the trusted identities of the world’s people, places, and things, allowing people to transact safely, work productively and travel freely.
We are a high-tech software company headquartered in Austin, TX, with over 4,500 worldwide employees.
Physical Access Control Solutions (PACS):
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 to and through the key mobile partner ecosystem.
As Our Strategic Alliances Director Mobile, EMEA, You’ll Support HID’s Success By:
Strategy Development:
- You guide the PACS Business Area leadership and collaborate with stakeholders across the company (Engineering, Marketing, Sales, Finance, Legal) in development of the technology partnership strategy, translate business and product strategy into alliance strategy, and identify and architect partnership opportunities that drive significant new Mobile Identities 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 access control solution 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.
- You find new types of technology partners (that may not provide Access Control as their core offering) that can use HID Mobile Identities as a differentiator to their technology. This involves strategic thinking and winning such partners over via solid business justifications with their leadership.
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 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 the cloud/software services partner 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 up 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 We Will Love About Your Background:
- 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”. You make data driven decisions and use data to apply analytics to gain buy-in for evolving business needs.
Your Experience And Education Include:
- 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 SaaS, Applications, Software Services 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, MBA preferred
Why Apply?
- Empowerment: You’ll work as part of a global team in a flexible work environment, learning and enhancing your expertise. We welcome an opportunity to meet you and learn about your unique talents, skills, and experiences. You don’t need to check all the boxes. If you have most of the skills and experience, we want you to apply.
- Innovation: You embrace challenges and want to drive change. We are open to ideas, including flexible work arrangements, job sharing or part-time job seekers.
- Integrity: You are results-orientated, reliable, and straightforward and value being treated accordingly. We want all our employees to be themselves, to feel appreciated and accepted.
