Regional Business Development Leader | Digital Payment Services

This role brings new business for IDEMIA through customer acquisition and offering launch.

Job description

Purpose

This role brings new business for IDEMIA through customer acquisition and offering launch.

Key Missions

• 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
• Supports account sales manager for new and advanced offerings
• 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
• Transfers customer relationship to account management team
• Manages managers or chief revenue officers of new offers for a region or a BU
• Manages most strategic deals
• Plays a role of deal maker thanks to an own stable network
• Validates technical and commercial offer
• Defines the go to market strategy
• Coaches and reviews deal strategy prepared by their team members for strategic deals
• Deals with strategic customer escalation
• Represents business in all key internal milestones (target definition, vcp, budget)
• Supports pitch for strategic customers or deals
• Interacts with customer decision makers or C-level
• Co-defines product roadmap based on market and product knowledge

Key dynamics include the following

• Strong product suite already in demand across domestic schemes, international schemes, private label issuers and digital wallets
• Lean, regionally owned sales model
• Sales roles combining hunting and farming responsibility, with account management introduced as the business scales
• Significant internal technical and product support available, as well as ability to leverage networks in Payment Services.

Internal Search | Summary of Brief

The team is scaling from 7 to 15 FTE, requiring high-impact hires who can generate pipeline and close deals.

Role Mission

To drive new business acquisition and revenue growth across assigned regions by building and converting pipeline in complex, solution-led sales environments, establishing strong market presence and credibility, leveraging internal capabilities to deliver tailored client solutions, and contributing to long-term regional growth strategies.

Key Accountabilities

Business Development

• Define and execute the go-to-market strategy, aligned with business growth objectives and the digital identity roadmap with $10M+ sales target per year
• Originate and close new business opportunities via customer acquisition and account management
• Drive revenue growth across digital card issuing, tokenization, wallet provisioning, and identity enabled payment experiences (authentication, Strong Customer Authentication, digital identity) at 35%+ per year
• Articulate an end-to-end value proposition spanning payment security, tokenization, authentication, and digital identity services embedded in wallets that resonates with specific client segments and needs

Strategic Partnerships & Ecosystem Development

• Build and manage strategic partnerships with issuer processors, payment networks, fintechs, mobile wallet providers and digital identity ecosystem players, as well as government and regulator initiatives
• Ensure full value realization for the clients from the whole suite of solutions provided by IST and execute on value-based commercial agreement
• Position DPS as a trusted enabler of next-generation digital wallets, card management systems, and scheme evolution, acting as a bridge between payments, identity, and highest-grade security.

Market Strategy & Thought Leadership

• Drive market intelligence and competitive analysis across based on the payment trends and competitive dynamics in the region.
• Increase market visibility and credibility through customer engagements, industry events, and ecosystem initiatives.
• Collaborate with Product Management to shape roadmaps, integrating payments and reflecting trends such as agentic commerce, stablecoins, scheme interoperability, reusable identity, FIDO authentication, and wallet-based access to services.

Ideal Candidate Profile

• 10+ years of experience in business development, strategy or partnerships in payments, fintech, digital identity or security domains
• Deep understanding of payments ecosystems, including card issuing, tokenization, issuer processors and payment networks
• Strong technical and product understanding in digital identity technologies with a solution-selling mindset
• Proven track record of generating $10+ million new business
• High emotional intelligence with the ability to influence complex stakeholder environments
• Commercially driven, ambitious, and comfortable in high-growth settings
• Strong network within relevant regional ecosystems
• Disciplined and effective use of Salesforce (or equivalent CRM) to manage pipeline, maintain accurate forecasting, and drive structured, data-informed sales execution
• Collaborative, proactive and resourceful
• Strategic mindset combined with hands‑on execution in global, matrixed organisations
• Strong ethos of ownership and accountability.