Senior Director of Sales, Americas

Company Description

Identiv is a global digital security and identification leader in the Internet of Things (IoT). Our platform encompasses radio frequency identification (RFID) and near-field communication (NFC) technology, cybersecurity, and the full spectrum of physical access, video, and audio security. We verify frictionless access and anywhere operations, protect identities from malicious attacks, secure intellectual property, and drive IoT innovation. Identiv is trusted around the globe by an elite group of partners and innovative customers covering a wide range of vertical markets. From airports to seaports, critical infrastructure to government agencies, hospitals to schools, start-ups to corporations, we protect the people and places that power our lives. With a strong presence in multiple countries, we are at the forefront of innovation, driving technological advancements to shape the future. Identiv digitally secures the physical world!

In a small company, everyone matters, and everything we do matters. We believe having the best people in the most exciting, aligned, relevant, and empowered roles with clear missions, goals, and metrics is the key to our success!

Job Summary

As the Senior Director of Americas Sales you will be responsible for generating and managing new business in the Americas region. This role requires a deep understanding of Identiv's products and services within the RFID technology and IoT sectors.

Responsibilities and Duties

• Develop and execute comprehensive strategic account plans for key customers, aligning with Identiv's business goals and product offerings in RFID technology and IoT.
• Assume the role of the key contact and gateway for Identiv's channel partners.
• Identify growth opportunities within strategic accounts and collaborate with cross-functional teams to capitalize on these opportunities.
• Serve as the primary point of contact and advocate for strategic account customers, addressing their needs and challenges proactively.
• Define and implement best practices for customer success and account management, ensuring consistent delivery of exceptional service.
• Cultivate a customer-centric culture within the team and throughout the organization.
• Establish and nurture strong, long-term relationships with strategic account customers, suppliers, and manufacturers, gaining an in-depth understanding of their RFID and IoT technology needs.
• Collaborate with customers to co-create solutions that drive mutual success, positioning Identiv as a strategic partner.
• Collaborate closely with the sales and marketing teams to identify opportunities for upselling and cross-selling Identiv's RFID technology and IoT solutions to strategic accounts.
• Continuously monitor customer usage and adoption, identifying opportunities to increase engagement and revenue.
• Develop and execute customer retention strategies to minimize churn and extend customer lifetime value.
• Proactively address customer issues and concerns to ensure a consistently high level of satisfaction and loyalty.
• Utilize data-driven insights to evaluate customer health, track key performance indicators (KPIs), and measure the success of customer success initiatives.
• Develop annual budgets for evaluation by sales representatives and clients.
• Offer qualitative and quantitative market data, updates, and analysis to bolster sales initiatives while also providing regular reports and updates to senior leadership on the status of strategic accounts and customer success efforts.
• Create sales and technical resources to improve Identiv's capacity for identifying and fostering growth within specific markets and applications.
• Foster strong collaboration with cross-functional teams, including product development, marketing, sales, and operations, to ensure a unified approach to serving strategic accounts within the RFID technology and IoT sectors.

Requirements

• Bachelor's degree in business, engineering, or a related field (MBA preferred).
• Working experience with Salesforce and NetSuite.
• 10 years of proven experience in strategic planning, business development, or technical marketing, complemented by a proven track record in customer success, account management, or strategic sales, highlighting significant achievements in revenue growth and surpassing customer satisfaction benchmarks.
• Exceptional communication and interpersonal skills, including the ability to establish trust and credibility with C-level executives in the RFID technology and IoT industries.
• Analytical mindset with the ability to leverage data and metrics to make informed decisions and drive results.
• Strategic thinking and creative problem-solving abilities.
• In-depth knowledge of the RFID technology, and IoT industries, including emerging trends and competitive landscape.
• Willingness to travel as required to meet with strategic account customers and attend industry events.

Benefits

• Medical, Dental, and Vision Insurance
• FSA or HSA
• Employer Paid Life Insurance and AD&D Coverage
• Employer Paid Short-Term and Long-Term Disability
• Fidelity 401K + Company Match
• Paid Holidays
• Sick Pay
• Paid Time Off
• + More!