Sales Manager - Automotive & IoT

Sales Manager Automotive & IoT China

This position will be responsible to drive the regional growth of Automotive and IoT business for IDEMIA as well as managing existing customer basis. 

• Create and animate a funnel of opportunities for Automotive and IoT in China.
• Elaborate acquisition strategy for new customers including go-to-market strategy, partnering, and account plans.
• Drive tender and commercial offering process from a sales perspective from early stage to contract signature.
• Ensure existing customers relationship management and related ordering/invoicing process and upsell strategies. 
• Implement sales excellences process of global Automotive and IoT team.
• Builds a strong knowledge of the eco-system in the respective scope
• Identifies & qualifies lead opportunities
• Collects critical information (budget, timeline, decision makers & scope of work) to fit customer needs vs. IDEMIA offering
• Prospects and builds an opportunity pipeline through active monitoring of legislation, budgets and call for tenders
• Uses 'green field' strategy based on own network, LinkedIn or events
• Builds channel partnership (formal or informal)
• Conducts commercial pitch
• Analyzes competition environment to define a pricing strategy
• Acts as business expert and a reference for a product line in support of the account managers
• Coordinates internal customers to ensure deal feasibility and obtains necessary validation (technical offer & commercial offer)
• Handles offer submission and iteration
• Closes deals
• Drives autonomously any deal
• Leads technical and commercial offer elaboration
• Influences budget and requirements of stakeholders
• Defines and implements deal strategy while deliverables are approved by internal stakeholders (solution architect, pricing, sales management)
• Pitches autonomously customers for all types of deals
• Interacts with customer decision makers or C-Level for all types of deals
• Influences product roadmap based on market/ customers insights

Profile & Other Information

This position will be looking at fast moving environment following Chinese Automotive and IoT growth. Success factors will include:

• Established Network in related field within Automotive and IoT ecosystem,
• Ability to pitch and sales technologies and services for Automotive & IoT,
• Ability to work in team spirit with other regional and global functions, 
• Strategical vision combined with hands-on mindset approach

At least 5 years’ experience in selling connectivity technology for automotive or IoT verticals.

Business development, sales or pre-sales background required.