Director of Business Development

Division: Secure Credentialing
Functional Area: Business Development
Location: Billerica, MA
Job #: DBD-SCD
Apply: Please submit resume with cover letter to resumes@L1id.com and include job title in the subject line, or fax to (978) 215-2404.

It is our policy to provide Equal Employment Opportunity to all applicants. In an effort to comply with government record keeping and reporting requirements, our Human Resources Department requests that you complete our EEO form and submit with resume. Submission of racial, ethnic, gender and veteran status information is voluntary, and failure to provide it will not subject you to any adverse treatment in the hiring process. Please send your competed survey with your resume and cover letter to the e-mail address or fax number listed above. CLICK HERE TO DOWNLOAD THE EEO FORM.

Job Summary:
L-1 Secure Credentialing Division is seeking a dynamic, collaborative Director to lead the disciplines of Business Development, Marketing, and Solutions Line Management. In this newly created, multi-dimensional role, you will drive business strategy and orchestrate the activities of marketing, solution lifecycle management and business development to create a strong brand, positive perception and market presence for L-1 Secure Credentialing and its solutions. You will be responsible for generating demand among prospective customers in target markets and harvesting that demand for delivery to the sales force to produce new customers and revenue. The position will work closely with the divisional and corporate executive teams to provide leadership oversight and strategic direction. The position will manage a budget of approximately $5M and 15 people.

Essential Job Functions (includes but is not limited to):
I. Business Unit Strategy Formulation 20%
Together with the Office of the President, Corporate and Divisional Executive Teams, has lead responsibility for formulating the business strategy across new geographies, new verticals, and new products and solutions that will enable L-1 Secure Credentialing to achieve its aggressive financial and growth goals.

  • Research and analyze data on market conditions, trends and business opportunities
  • Identify opportunities, evaluate and present to executive team business cases and ROI
  • Create and implement best practices/processes for execution of strategic plans and identified opportunities.

II. Strategic Marketing & Business Development 60%
Functions as L-1 Secure Credentialing’s Champion, both internally and externally. Takes lead responsibility for developing, leading and coordinating marketing efforts ensuring that all messaging accurately represents the products and services of L-1 Secure Credentialing and effectively resonates with the division’s various audiences and stakeholders, and is consistently conveyed across multiple communication mediums.

  • Ensure the effective alignment of resources within marketing, product/solution management and business development.
  • Identify and articulate competitive differentiators, value proposition and product / solution positioning.
  • Formulate and implement strategic partnerships
  • Provide guidance to marketing team on appropriate themes, messaging and programs; set standards for position and ensure that all aspects of the marketing initiatives are implemented consistently to support the sales process.
  • Ensure that the sales force is provided with high quality leads, collateral and value propositions that consistently support a repeatable sales process.
  • Ensure consistent representation at tradeshows, industry events and standards organizations.
  • Track the success of implemented programs and report the results against plan to the executive team.
  • Create baseline content for corporate presentations, vertical-specific presentations, executive team talking points, executive briefings and other materials as needed.
  • Lead, motivate and manage all staff under Marketing and Business Development. Conduct performance reviews, provide coaching to increase performance and identify development needs.

III. Product Line and Solutions Lifecycle Management 20%
Direct the Product Management function at L-1 Secure Credentialing and unify product / solution strategy and execution, by providing hands-on leadership to a team of Product Line Managers. Ensure product and solutions support our business model and strategic goals.

  • Establish and communicate the clear mission for the Product/Soluton Lifecycle Management team within the context of the overall corporate vision.
  • Create and manage the overall Product Management process. Lead internal process to define the product/solution strategy, roadmap and priorities.
  • Facilitate the product/solution development process: identify new consumer insights, develop concepts, assess market potential and partner with internal groups to quickly bring viable new products and solutions to market.
  • Collaborate across functional teams including Sales, Engineering, and Program Implementations and Operations to ensure that market intelligence, competitive analysis and sales/market requirements are input to new product/solution development plans.
  • Set pricing strategies for products and services.
  • Lead, motivate and manage all staff under Product Line and Solutions Lifecycle Management. Conduct performance reviews, provide coaching to increase performance and identify development needs.

Qualifications, Education and Experience:

  • Minimum of 15 years of relevant industry and functional experience in a technology environment domestically and internationally.
  • Strong strategic marketing and analytics background to translate market and customers insights into business strategy.
  • Skill to position and differentiate a company and its products and solutions in order to achieve maximum competitive leverage and return from existing products and solutions and to establish unique and defensible positions for new products and solutions in new markets.
  • Ability to understand complex technical products, IT trends and solutions and concisely articulate the value proposition so that it is easily understood by target audiences.
  • Superior communication skills, both oral and written. Ability to present at a senior executive level.
  • Experience successfully setting strategic direction and leading major, cross-function initiatives for a growing, technology-based organization.
  • Exception problem solving and conceptual skills.
  • A leadership style based on Customer Success, Integrity, Innovation, Caring and Shareholder Value. Will have demonstrated a highly motivated and collaborative work style.
  • An undergraduate degree from a top tiered institution
  • MBA preferred

L-1 Identity Solutions, Inc. is an Affirmative Action Employer and adheres to Equal Employment Opportunity and Drug Free Workplace guidelines. M/F/D/V