Regional Director – MEA

Division: Secure Credentialing
Functional Area: Sales
Location: In-Region
Job #: RD – MEA
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:

For the designated region of the world (Middle East, Africa), the Regional Director is responsible for sales, targeted gross margin at the time of sale or incremental commitment, all domains of customer satisfaction, and has shared responsibility with the associated account PM for delivery success.

He or she is responsible for making the growth revenue numbers and the targeted incremental gross margin for the year. He or she is responsible for strategic and tactical account plans, for incremental sales (“plus-ups” and add-ons), for strategic extensions within our base, and for winning new accounts.

He or she is expected to be viewed as a single point of contact by the executives within our customer base, and to be a partner with the PMs at all times. We expect him/her to represent all domains of L-1 Secure Credentialing Division to the customer base within the region.

Essential Job Functions (includes but is not limited to):

  • Creates and maintains a strategic plan for the region for end-to-end and product-based credentialing opportunities. May also carry some responsibility for related product areas such as document authentication, facial recognition
  • Maintains an awareness of competitor activity in the designated region and communicates this regularly to relevant colleagues
  • Creates and maintains a strategic and tactical account plan for each customer for which he/she has responsibility
  • Plans customer-facing travel effectively and efficiently and according to priorities and strategic goals; provides detailed trip reports after all such travel in a timely manner
  • Achieves the plus-up, expansion bookings and revenue plans at or above margin targets
  • Provides timely and accurate forecast updates and executes aggregate plans that deliver the target revenue and bookings each quarter
  • Qualifies each prospect and provides all required reports and updates in a timely and professional manner
  • Creates and runs rigorous, high-quality Gate reviews (opportunity qualification/go-forward/competitive analysis reviews) to ensure the business is applying resources at all times to the best-qualified opportunities; drives his/her own opportunities through this process; uses the Gate process to seek the relevant information and position L-1 to best advantage
  • Always seeks to offer the maximum L-1 value on any opportunity (preferably in an end-to-end scenario)
  • Maintains current account profiles in the CRM system, including updates for all customer contacts and changes in strategies and tactics
  • Seeks to establish L-1-beneficial specifications on forthcoming programs and thus best position L-1 ahead of time
  • Owns all partner relationships in the region, including selection, vetting and training of partners, and ensuring that they adhere to all ethical and FCPA practices; protects L-1’s reputation through strict adherence to all corporate guidelines on selection, use and management of partners
  • Assures that the marketing efforts to the state/country are effective and determines if and when the assistance of a sales, product marketing or other business development individual is necessary, clearly documenting and communicating these needs
  • Achieves designated levels of growth of the customer relationship;
  • Owns customer satisfaction in total for all accounts
  • Brings cross organizational recommendations to bear in order to delight the customer
  • Leads cross organizational efforts to eliminate customer satisfaction issues and to avoid any inter-divisional dilution/duplication of effort; communicates regularly and effectively both internally and externally
  • Partners closely with the account PM to ensure that customer expectations for delivery are appropriately set
  • Ensures that scope creep does not create situations where the customer expectations adversely effect our margins and our customer satisfaction
  • Uses executives properly in ensuring the customer satisfaction of the account
  • Conducts regular meetings with L-1 field and program office employees assigned in the region, stimulating cross organizational leverage, common communication and messaging success in the region
  • Manages pre-sales and following post-sales activities, including obtaining technical marketing support for the development and implementation of customer applications dealing with complex products, operating systems and capital equipment
  • Manages all facets of customer retention, including participating in the resolution of customer concerns and defining and developing a customer contact strategy
  • Works with marketing and product managers to define and provide requirements for new products and required demonstrations, attendance at trade shows and so on
  • Cooperates with Corporate colleagues to coordinate, and carry out government relations actions aligned with account plan objectives (advocacy, funding, regional initiatives)
  • Uses own initiative and experience to “qualify out” or qualify further weak opportunities, rather than having scarce organizational resource do this systematically through the Gate process

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