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Business Development, Representative, EMEA

1900008B Requisition #

Today's fast-moving digital environment enables enterprises to operate more efficiently, gain competitive advantage and serve customers better than ever before. It also multiplies the security risks.

nCipher Security, an Entrust Datacard company empowers world-leading organizations by delivering trust, integrity and control to their business critical information and applications.  Our cryptographic solutions secure emerging technologies – cloud, IoT, blockchain, digital payments and help meet new compliance mandates, using the same proven technology that our customers depend on today to protect against threats to their sensitive data, network communications and enterprise infrastructure. We deliver trust for your business critical information and applications, ensuring the integrity of your data and putting you in complete control – today, tomorrow, and at all times.


For the nCipher EMEA region, and globally as required by nFinity partner footprint, execute all facets of strategic business development.  Work closely with the EMEA sales and channel sales organizations to drive sales engagements based on nCipher’s technology partnerships that increase year-over-year revenue. Define and execute technology and business partnership strategies, identify market opportunities of strategic value for partnerships and the key partners in those markets, drive integration with nCipher products as part of an overall partner solution, and establish commercial alliances leading to increased sale of nCipher products with partner solutions.

Key areas of responsibility:
  • Create strategy for developing sales opportunities through technology partnerships based on defined global/regional business goals.
  • Develop go-to-market relationships in support of technology partners and nCipher to increase sales of nCipher products, as part of a bundled solution
  • Recognize and understand the strategic market segments that will enable nCipher to further develop its leading market position aligned with nCipher WW strategy.
  • Identify technology partners with a potential need for nCipher products as part of an overall solution and develop a business case including definition of strategic value.
  • Position nCipher products, and development capabilities within the identified technology partners for both immediate application and potential longer-term initiatives.
  • Drive integration of technology partner solution with nCipher products with the goal of increasing value proposition for partner solution.
  • Direct overall technology partner relationship, strategy, tactical initiatives and results, and direct joint business activities through access to partner's resources, including markets, technologies and people providing nCipher increased market reach.
  • Be a partner advocate by promoting technology partner relationship, integration, capabilities, activities, and priorities with all relevant departments within nCipher to obtain support and collaboration for achieving maximum benefit from the partnership.
  • Represent the company at trade shows and customer/partner/reseller events.

Required knowledge/skills/experience:
  • 10+ years of Business Development Experience.
  • Clear proven understanding of partnership development and co-selling relationships.
  • Results-oriented and strong decision making skills with the ability to prioritize multiple objectives and meet aggressive deadlines.
  • Be fluent in English; additional European languages a plus
  • Broad-based technological awareness complemented by knowledge of PKI, cloud technologies, digital payments, and general cybersecurity concepts
  • Solid understanding of technology and the ability to sell and present to both technical and business buyers.
  • Strong analytical, communication and presentation skills.
  • Excellent people management and interpersonal skills.
  • Ability to travel domestically and internationally up to 40% of the time.
Educational and location requirements:
  • Bachelor's degree (B.A.) from a four-year college/ university or equivalent combination of education/training and experience. (Advanced degree preferred).
  • Must be based in EMEA. 

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