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About the Role
The Global Director, Sales - ID&V leads Crane Authentication’s global ID&V sales organisation, focusing on accelerating profitable growth, expanding customer and partner relationships, winning new business, and identifying emerging market opportunities. This senior leadership role oversees account management and business development within ID&V, driving new market development and strategic opportunity creation.
Responsibilities
- Sets and executes the global ID&V sales strategy, with accountability for revenue growth, market expansion, new business acquisition, and growth within existing strategic accounts.
- Leads, develops, and holds accountable globally dispersed ID&V sales, account management, and business development teams, fostering a high-performance culture.
- Owns the global ID&V pipeline and sales cadence, driving rigorous prospecting, qualification, account planning, forecasting, opportunity strategy, and conversion of priority global opportunities.
- Identifies emerging markets, adjacent segments, and new use cases for Crane Authentication’s ID&V portfolio, converting market intelligence into prioritized growth plans and commercial action.
- Shapes customer requirements, partner solution designs, and market specifications to position Crane Authentication’s security features, authentication technologies, and digital capabilities early in the buying cycle.
- Leads executive-level commercial engagement for strategic opportunities, including opportunity strategy, partner alignment, bid positioning, value proposition development, stakeholder engagement, and negotiation support.
- Establishes structured global account plans for strategic customers and partners, defining relationship strategy, retention priorities, renewal risk, share-of-wallet growth, cross-sell opportunities, and measurable commercial outcomes.
- Builds senior relationships with strategic customers, partners, system integrators, secure document providers, technology partners, government contractors, and wider ecosystem influencers.
- Creates and scales new routes to market for Crane Authentication’s ID&V portfolio, including direct sales, partner-led opportunities, component-supplier models, consortium participation, and co-selling arrangements.
- Maintains executive visibility of existing business performance, customer satisfaction, margin health, contract risk, and growth opportunities, ensuring account strategies support sustainable and profitable revenue growth.
- Leads disciplined global sales reviews, pipeline governance, account reviews, business development reporting, and performance updates for senior leadership.
- Represents Crane Authentication externally at senior industry forums, partner meetings, government identity conferences, and secure document ecosystem events.
- Provides senior market, customer, and partner insight to shape the ID&V product roadmap, value proposition, investment priorities, and go-to-market strategy.
- Partners with Product, Technology, Commercial, and Operations leaders to ensure ID&V solutions are competitive, scalable, commercially attractive, and aligned to customer and market needs.
- Oversees the development of compelling value-selling narratives and commercial positioning for ID&V offerings, including secure identity features, physical-digital authentication, digital verification concepts, and component-supplier propositions.
- Maintains a senior view of competitor activity, market trends, regulatory developments, tender activity, and partner movements across the identity and secure document ecosystem.
- Defines priority customer segments, geographies, and routes to market for ID&V, including direct government engagement, integrator-led opportunities, national printing works, and technology alliances.
- Translates customer, partner, and market insight into actionable recommendations for product enhancement, pricing, commercial models, sales enablement, and solution packaging.
- Leads commercial launch readiness for new ID&V capabilities, ensuring the sales organisation has clear messaging, proof points, partner strategy, target accounts, and pipeline priorities required to win.