Director of Sales, PKI-as-a-Service

An Amazing Career Opportunity for a Director of Sales, PKI-as-a-Service!!

Location: Salt Lake City, UT / Milpitas, CA / Austin, TX / Palm Beach Gardens, FL

Job ID: 24407

Are you ready to build and lead a team of sales professionals committed to achieving +35% YoY sales growth? If yes, then you might be the right fit for this role. HID is looking for a leader who will be responsible for developing and closing business for its PKI & IoT Services Business Unit. The ideal candidate for this role will have a proven track record in Public Key Infrastructure (PKI) Services and Solutions across different verticals via direct end user sales and managing a team of high performing individual salespersons. The candidate will also have recent experience in 'hunting' new enterprise customers for information security related cloud services.

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 4,000 worldwide employees. Check us out here: www.hidglobal.com and https://youtu.be/23km5H4K9Eo

HID's Identify and Access Management Solutions:

HID IAM products protect more than 85 million user identities. HID Identity and Access Management Solutions products protect more than 85 million user identities. At HID, we understand that no person, device, or workplace can go unprotected. This philosophy of Zero Trust drives us to create new advances in risk-based multi-factor authentication, leads us to secure user identities in converged access environments and drives the need to expand implementations with our industry-leading digital certificates and PKIaaS solution to manage them at scale.

As our Director of Sales, PKI-as-a-Service, you'll support HID's success by:

• Lead and manage a Sales Team (4-6 total) of individual salespersons, pre-sales engineers, and customer relationship managers focusing on North America to grow 35% YOY OG a $10M a year (1st year) business focusing on providing PKI services for medium size Enterprises for the purpose of securing their networks and IoT devices.
• Own an individual quota of $1.5 M of new customers
• Ownership of team quota of $10-$15M annual quota with an approximate split of $5-$7M of existing customers and $remainder from new customers.
• Generate and close new sales opportunities managing the process from lead generation through to closing including, but not limited to, proposal creation, customer education, customer requirement discovery, customer procurement, and contract negotiation.
• Accurately forecast and report opportunity progress and expected deal closings.
• Identify and resolve blockers for the Sales Team while motivating the Sales Team to exceed.
• Demonstrate to customers PKI Services high-level functionality while leveraging Sales Team for more in-depth technical demonstrations.
• Evaluate RFI(s) and RFP(s) to determine applicability of HID PKI Services and possibly own the response drafting while leveraging expertise and guidance from Product Management, Pre-Sales, and other relevant Subject Matter Experts.
• Collaborate with Product Management, Marketing, Service Operations, Customer Service, Legal, and Business Leadership to enable Sales Team with tools and assets needed to generate new business and minimize churn of existing revenue.
• Monitor and adjust as necessary sales activities of individual Sales Team members to achieve high sales productivity and adherence to established HID sales hygiene standards
• Ensure leads and opportunities for the entire Sales Team are tracked within Salesforce.com (SFDC)
• Setting up Gap Plans and Strategic Initiatives in SFDC
• Learn and develop skills around industry standards and best practices for use of PKI as part of a broader Information\Cyber Security strategy for enterprise customers.

What we will love about your background:

• Bring to the table actionable preferred rolodex in North America of IT or IS decision makers.
• A proven track record of building, scaling, enabling and managing Sales Teams with lead generation, opportunity qualification, and closing of new business.
• A proven track record of a minimum of $2.0M annual new business direct quota achievement.
• Strong negotiation and closing skills.
• Proven ability to sell to mid-size, large and international organizations.
• Passion for sales and winning new business.
• Self-motivated and well organized.
• Sound problem resolution, judgment and decision-making skills.

Your Experience and Education include:

• BS/BA or equivalent education plus relevant industry experience
• 10+ years of experience in sale of information security / cyber security software, SaaS, or cloud services.
• 2+ Years of sales management experience for a 3+ person team focused on selling Information/Cybersecurity Software, SaaS and/or cloud services, including managing sales hygiene and improving productivity of team members.
• 5+ years individual contributor sales experience in closing deals in at least 2 verticals from Finance, Healthcare, Government, and/or Mid-Enterprise for the following products or services: PKI Services, Certificate Authority services, Information/Cybersecurity Software, Enterprise SaaS and/or Enterprise cloud services.
• A proven track record of quota/goal achievement and demonstrated career stability.
• Fluent in CRM tools such as Salesforce.com and sales performance analytics tools.
• Ability to fluently communicate in English, both verbally and in writing.

Work Requirements:

• Must be a U.S. Citizen
• Must be legally eligible to work in the United States
• Up to 50% travel and fieldwork, including international travel may be required. Therefore, employee must possess, or be able to acquire a valid passport.
• As a Trusted Role, the candidate must agree to, and successfully pass a comprehensive background check to include: financial review (credit worthiness); civil review (public records, judgments, liens, etc.); criminal background check (federal, state, county); employment verification; education verification and drug screening.

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.

The wage range for this role considers a broad scope of factors that are considered when making compensation decisions, including but not limited to: skill sets, experience and training, licensure and certifications, and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At HID, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The base salary in the United States is $172,200 to $180,000.

HID is an Equal Opportunity/Affirmative Action Employer - Minority/Female/Disability/Veteran/Gender Identity/Sexual Orientation.

We make it easier for people to get where they want to go!
On an average day, think of how many times you tap, twist, tag, push or swipe to get access, find information, connect with others or track something. HID technology is behind billions of interactions, in more than 100 countries. We help you create a verified, trusted identity that can get you where you need to go - without having to think about it.

When you join our HID team, you'll also be part of the ASSA ABLOY Group, the global leader in access solutions. You'll have 52,000 colleagues in more than 70 different countries. We empower our people to build their career around their aspirations and our ambitions - supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally. As we welcome new people on board, it's important to us to have diverse, inclusive teams, and we value different perspectives and experiences.

#LI-HIDGlobal