Business Development Manager (IoT)

Company Description

Identiv stands as a global leader in digital security and identification within the Internet of Things (IoT) realm. Our comprehensive platform encompasses radio frequency identification (RFID) and near-field communication (NFC) technology, robust cybersecurity, and a full spectrum of physical access, video, and audio security solutions. Our mission encompasses ensuring seamless access and universal operations, safeguarding identities from malicious threats, protecting intellectual property, and driving innovation in the IoT landscape.

Identiv is globally trusted by a select group of partners and forward-thinking customers spanning diverse vertical markets. From airports to seaports, critical infrastructure to government agencies, hospitals to schools, and startups to corporations, we provide security for the people and places that underpin our daily lives. With a strong international presence, we are at the forefront of technological advancement, shaping the future with cutting-edge innovation. Identiv's mission is to digitally secure the physical world.

At Identiv, every individual and every action hold significance. We firmly believe that the key to our success lies in having the best individuals occupying exciting, aligned, relevant, and empowered roles with clear missions, goals, and measurable outcomes.

Identiv Values

Our core values revolve around unwavering commitment to our promises, continual support, and respect for our team members in every aspect, a genuine customer-centric approach that goes beyond mere words to embody a deep passion and sense of duty, a relentless pursuit of superior, more efficient solutions that not only benefit our customers but also empower us to surpass our commitments and fulfill our mission. Above all, we emphasize the importance of smiling, finding joy, and being proud of the hard work that goes into our end results!

What Sets Us Apart

Community: Collaborating with exceptional individuals significantly contributes to our workplace satisfaction. We recognize that our value is intricately tied to the vibrant community of people we engage with. We seek out individuals who are deeply passionate about their work, relish the art of problem-solving, delight in discovering solutions, and take joy in the process.

Innovation: We are forward-thinking tech enthusiasts working on the present while envisioning the future. Our cadre of visionaries brings creative insights to address current challenges, nurturing ideas, identifying opportunities for enhancement, fostering transparent communication, and serving as a source of inspiration to both our team members and business associates.

Accountability: With over four decades of industry-leading expertise in security, digital identity, and the Internet of Things, our team embodies the highest standards of integrity and professionalism. Our members are characterized by their unwavering honesty, reliability, loyalty, inclusivity, and respect for others. We take full responsibility for our actions, regardless of the outcome, and view every experience as an opportunity for learning and growth.

Impact: Catalyzing Positive Transformation. Our employees contribute to shaping a brighter future through their involvement in pioneering technology. Simultaneously, they play a pivotal role in cultivating an improved workplace by offering feedback to our leadership, knowing that their voices are genuinely valued and respected.

Authenticity: We demystify intricate technology, ensuring accessibility for individuals spanning the spectrum from experts to novices. Our workforce experiences a nurturing environment where they can authentically be themselves, enjoying a sense of safety, security, and comfort. Each team member is respected and cherished for their unique identity, with the assurance that their thoughts and viewpoints are not only acknowledged but also hold significant weight within the team.

Talent: We recruit industry-leading professionals known for their exceptional skills. We foster continuous growth by offering training opportunities, enabling our employees to excel. Our team members have the privilege of applying their innate talents and honed expertise in their roles, deriving genuine satisfaction from their work, finding it intellectually engaging, and aspiring to advance in their careers.

Fun: Embracing enjoyment and laughter is a key ingredient in our work culture. We understand that our workplace is enriched when we infuse it with fun. We actively seek team members who find joy in their tasks, share a zest for problem-solving, and take delight in the journey while achieving solutions.

Position Summary

The Business Development Manager plays a pivotal role in driving the expansion of our IoT business and fostering impactful relationships across diverse industries and market verticals through adept solution selling. This position entails spearheading engagements with new customers, leading negotiations, and overseeing technical discovery and custom development. From concept validation to final acceptance, this role focuses on addressing diverse challenges through innovative applications, ensuring comprehensive solutions for various industry-specific problems.

Responsibilities and Duties

• Develop and execute solution-centric strategies to unlock new business opportunities within the IoT market across diverse industries.
• Engage potential customers to deeply understand their operational challenges and propose customized IoT solutions that address their specific pain points.
• Lead negotiations, ensuring that the solutions offered are mutually beneficial for the company and clients, emphasizing the value of tailored IoT solutions.
• Collaborate closely with operations, sales teams, and customers to ensure flawless execution and delivery of IoT projects, emphasizing their strategic value.
• Conduct in-depth technical discovery sessions to fully comprehend client requirements and deliver precise, tailor-made IoT solutions.
• Oversee the entire custom development process, ensuring seamless alignment from proof of concept to final acceptance, meeting and exceeding client expectations.
• Utilize Salesforce for effective pipeline building and management, keeping accurate records and tracking progress through the sales cycle.
• Coordinate cross-functional teams to drive profitable growth through the implementation of efficient and highly beneficial IoT solutions.
• Analyze market trends, competitor activities, and customer feedback to continuously enhance our product offerings and refine sales strategies based on solution-oriented value propositions.
• Foster strong relationships with existing clients, focusing on understanding their evolving needs to identify upselling or expansion opportunities through our tailored solutions.

Style / Cultural Mindset

• Commit to understanding and delivering results.
• Make decisions based on data and analytics.
• Take decisive action, including learning from productive failures.
• Trust and respect the roles and responsibilities of the team.
• Foster open and transparent communication within the organization.

Requirements

• Bachelor’s degree in Business Administration, Sales, Engineering, or related fields;
• Minimum of 3 years experience in solution-oriented sales management or business development, ideally within the IoT or technology industry.
• In-depth understanding of IoT technology, its applications, and its potential across varied industries, emphasizing its value as a solution.
• Exceptional negotiation, communication, and interpersonal skills to effectively convey the value of customized IoT solutions.
• Ability to manage multiple projects simultaneously, ensuring timely delivery and exceeding customer satisfaction through solution-driven approaches.
• Strategic mindset focused on revenue generation and meeting sales targets through solution-oriented selling approaches.
• Proficiency in Salesforce for pipeline building and management, along with Microsoft Office Suite.
• Willingness to travel as needed to engage with clients and support solution-driven sales initiatives.      

Characteristics Desired

• Intellectually sharp and highly motivated, with a relentless drive for success.
• Brimming with high energy and contagious enthusiasm.
• A hands-on approach, finding satisfaction in rolling up sleeves and "getting it done," whether independently or in collaboration with others.
• Possesses outstanding character and a magnetic personality.
• A dedicated team player who is genuinely invested in the success of others, fostering a true enjoyment of collaborative work.
• Strikes a balance between working smart and working hard. We all commit to doing whatever it takes to achieve our goals and mission, without engaging in unnecessary tasks, mere "face time," or prioritizing form over substance.

Benefits

Pay & Perks:

At Identiv, we prioritize pay fairness. Your base salary plays a vital role in our comprehensive compensation structure, and it is established within a specific range. This structure allows for advancement as you gain experience and evolve in your role. Your salary and compensation will be determined based on various factors, including your geographical location, skill set, educational background, and work experience.

In the spirit of openness regarding compensation, the base salary range for this position is between $80,000 to $90,000 with a variable of $36,000.

Total compensation package includes:

• Competitive Base Pay
• Fidelity 401(k) + Company Match
• 11 Company Paid Holidays
• 6 Days of Sick Pay
• Generous Paid Time Off
• Medical, Dental, & Vision Insurance
• FSA/HSA
• Fun Employee and Family Events
• Employee Wellness Program
• Supplemental Life Insurance, AD&D Insurance, and Dependent Care plans
• A range of discounted products and free services

Identiv encourages candidates who believe they might be overqualified or outside the expected range to apply, as some positions allow room for up-leveling for an extraordinary candidate.

We prioritize hiring the most qualified individuals, and in keeping with our commitment to both our employees and customers, employment offers are subject to the outcome of a confidential pre-employment background check.

Equal Opportunity Employer

Identiv is an equal opportunity employer and is committed to providing equal employment opportunities to all qualified individuals regardless of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, genetic information, marital status, veteran status, or any other characteristic protected by applicable law. We value diversity and inclusivity and believe that a diverse workforce enriches our company culture and enhances our ability to serve our customers and clients effectively. Our hiring decisions are based solely on qualifications, skills, and experience relevant to the positions available. We strive to create a work environment that promotes fairness, respect, and equal opportunities for all employees. Identiv does not tolerate any form of discrimination or harassment and is committed to maintaining a workplace free from such behavior. If you require any reasonable accommodation, please inform our HR department, and we will make every effort to accommodate your needs. As an equal opportunity employer, we are dedicated to the principles of affirmative action and take proactive measures to ensure equal opportunity in employment. We are proud of our diverse workforce and remain committed to fostering an inclusive environment that celebrates the unique perspectives and talents of everyone.