Allied Universal Southwest Regional Director – Heliaus Technology (Remote) in Los Angeles, California
Allied Universal is hiring a Regional Director of Heliaus Technology. The Director will be responsible for developing RMR (recurring monthly revenue) services that integrates uniformed security and mobile workforce (Heliaus). They are technical and operational expert resources "SME" that work with regional operations and sales teams to support the sales of Heliaus. They also work to close tech knowledge gaps in branches and on sites. These resources are 100% focused on pre-sales activity including education, awareness, sales support/demos, etc. They are dedicated to a single region, and report on a dotted line to the head of the region they support.
ESSENTIAL JOB DUTIES AND RESPONSIBILITIES : Those duties necessary to meet the minimum requirements of the position. Other duties may be assigned:
Support the development of Heliaus recurring monthly revenue (RMR) by working with Business Development Managers (BDM's), field operations personnel and clients/prospects to explain and demonstrate the value and operational advantages of the Heliaus platform.
Increase regional Heliaus product penetration across existing client base to improve gross margins and client retention.
Effectively adapt and focus the product value proposition to specific client needs to demonstrate Heliaus platform capabilities and benefits. Identify, understand, and articulate the economic benefit/return on investment to customers and prospects. Coach and train BDMs and field operations personnel to do the same.
Collaborate with the Regional Director of Integrated Security Solutions to show the value of using Heliaus alongside other technology solutions. Maintain awareness and basic product knowledge of the Integrated Security Solutions product offerings in order to identify sales opportunities and connect clients with sales teams for other products as appropriate.
Determine and define alternate approaches to mitigate risk and meet physical security requirements of customers’/prospects’ facilities and operations by combining manned guarding and physical security technologies with Heliaus.
Work with the Client Success group as necessary to ensure smooth and efficient client implementations.
Educate/train clients/prospects and operations teams on the use of mobile technology features to ensure maximum utilization and benefit of the mobile technology system.
Be an expert in mobile technology product capabilities and solutions. Maintain product knowledge by working closely with Engineering, Client Success, and field teams. Provide input to product development roadmap features.
Provide consultative support to clients and Operations staff on best practices to get the most value from Heliaus.
Identify product feature gaps and provide feedback to client success and engineering teams.
Represent client/prospect and security professional needs in product design meetings and operations reviews.
Collaborate with other departments to establish best practice workflows and procedures to improve client retention.
Assist in prospecting, qualifying, and cultivating prospects. Understand and analyze in region RMR opportunities using the organization CRM system. Provide analysis of funnel on a periodic basis.
Adopt and implement a consultative, solution selling methodology to identify, qualify and create professional proposals as appropriate. Prepare or assist with proposal documents that detail the services and technology, including statements of work, ROI strategy, cost/price estimate, and overall customer benefits.
Use presentation slides and resources to effectively communicate to customers and prospects the value proposition of proposed services and technology
Prepare drawings and diagrams as necessary, which depict proposed technology solutions.
Work across the or to execute coordinated campaigns and ensure effective opportunity and service delivery management
Establish flagship accounts that demonstrate all features of Heliaus, i.e., visitor & vehicle management, tour management including beacons, GPS & NFC, etc.
QUALIFICATIONS : The ideal candidate will possess a Bachelor’s degree and at least 3-5 years of relevant experience. Internal candidates with hands on Cycop or P3 Technology Training experience are encouraged to apply. In addition, we require the following skills:
Grasps features, functions, and value associated with technology products
Strong customer relationship management skills
Strong written and verbal communication, including ability to teach both formally and informally.
Speaks clearly and persuasively in positive or negative situations.
Listens and gets clarification.
Responds well to questions.
Demonstrates group presentation skills.
Actively participates in meetings.
Writes clearly and informatively.
Edits work for spelling and grammar.
Varies writing style to meet needs.
Presents numerical data effectively.
Able to read and interpret written information.
Understands how to develop in-depth knowledge of clients
Grasps features, functions, and value associated with technology products
Demonstrates and encourages adaptability
Problem Solving – Identifies and resolves problems in a timely manner. Gathers and analyzes information skillfully. Develops alternative solutions. Works well in group problem solving situations. Uses reason even when dealing with emotional topics.
Collaboration – Effectively builds and maintains partnerships with clients and people at all levels across the company. Contributes to team and company success. Maintains flexibility and reacts to change appropriately. Communicates and shares information with candor that builds trust and enhances relationships.
Analytical – Synthesizes complex and/or diverse information. Collects and researches data. Uses intuition and experience to complement data. Designs workflows and procedures
Desired certification or other industry related recognition in enterprise security, risk management, technical systems integration, engineering, or project management
Working knowledge or experience in risk assessments of manned guarding and risk mitigation security solution design
Security experience in diverse vertical markets with best practice expertise
Ability to identify and sell concepts and services within an organization
Strong rapport building skills
Experience in presenting, and demonstrating to technical and non-technical buyers
Excellent verbal and written interpersonal, presentation and communication skills
Strong analytical, negotiation and creative problem solving skills
Ability to conduct moderate numerical and financial analysis for ROI and cost of ownership
Energetic and focused personality with a demonstrated ability to take initiative, successfully handle and prioritize multiple competing assignments and effectively manage deadlines.
Must be highly proficient and fully functional in all Microsoft Office applications and able to effectively utilize all available office management technology.
Current state driver’s license, clean driving record (no points in prior 3 years), minimum level of insurance as required by Company policy, and ability to safely operate a vehicle required.
Overnight travel may be up to 35%
Allied Universal is an Equal Opportunity Employer committed to hiring a diverse workforce. Allied Universal will provide qualified individuals with reasonable accommodations pursuant to the Americans with Disabilities Act and/or any other applicable state or local laws. We are committed to hiring veterans and reservists. Since 2013, we have hired over 25,000 heroes.
Job ID: 2019-268186
Location: United States-California-Los Angeles
Job Category: Management