Global Director, Sales – ID&V (United States) Dubai

Requirements

The role requires extensive experience in senior global sales leadership within the identity verification or secure document sectors. Candidates must demonstrate a proven track record in strategic account management, market development, and leading cross-functional teams to achieve commercial objectives.

Job Summary

Position Summary & Objective

The Global Director, Sales – ID&V leads Crane Authentication’s global ID&V sales
organisation and is accountable for accelerating profitable growth, expanding
strategic customer and partner relationships, winning new business, and
identifying emerging market opportunities across passport, identity document,
secure credential, and security verification feature markets.

This role provides senior global leadership across account management and
business development within ID&V. It is accountable for protecting and expanding
existing business while driving new market development, strategic opportunity
creation, disciplined pipeline conversion, and growth through customers,
partners, integrators, and adjacent identity verification markets.

Essential Functions Performed by the Position

*  Sets and executes the global ID&V sales strategy, with clear 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, creating a
high-performance culture focused on growth, execution, and commercial
discipline.
*  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
prioritised 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.

Responsibilities

The Global Director leads the ID&V sales organization to drive profitable growth, expand strategic partnerships, and identify new market opportunities. They are responsible for setting global sales strategies, managing high-performance teams, and overseeing the entire sales pipeline and commercial engagement.

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