Regional Business Development Leader | Digital Payment Services

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.