Customer Identity and Access Business Lead
Job Title: Customer Identity and Access Business Lead
Location: London
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As a team
The Customer Identity and Access Business Lead will spearhead our market-facing consulting services focused on customer identity and access management (CIAM). This role involves driving business development, forging and managing partnerships with key alliance and ecosystem partners, and developing comprehensive go-to-market strategies. The successful candidate will be responsible for running the Profit & Loss (P&L) for the CIAM business line, ensuring sustainable growth and profitability. This position requires a unique blend of strategic vision, market insight, and technical expertise in CIAM.
In our team you will learn
- Strategic Leadership and Business Development: Lead the creation and execution of a CIAM business strategy, identifying and pursuing new market opportunities to drive revenue growth.
- Develop and implement go-to-market strategies, including market positioning, competitive analysis, and sales enablement.
- Manage the end-to-end sales process, from lead generation and pipeline development to deal closure, ensuring consistent achievement of sales targets.
- Oversee the CIAM P&L, setting financial targets, managing budgets, and ensuring profitability.
- Alliance and Ecosystem Partner Management: Establish and nurture relationships with key alliance and ecosystem partners, including technology vendors, system integrators, and other relevant entities.
- Collaborate with partners to co-develop and co-market CIAM solutions, leveraging their technologies and market presence to enhance offerings.
- Negotiate and manage partnership agreements, ensuring mutually beneficial terms and alignment with business objectives
- Consulting and Advisory Services: Provide expert consulting services to clients, advising on best practices in CIAM, security, and customer experience optimization.
- Lead client engagements, from needs assessment and solution design to implementation and post-deployment support.
- Develop thought leadership content, including whitepapers, case studies, and presentations, to establish the company as a leader in CIAM.
As a Customer Identity and Access Business Lead, you will
- lead Go-to-Market Execution: Develop marketing and sales collateral, including product demonstrations, presentations, and technical documentation, to support the sales process.
- Train and mentor sales and consulting teams on CIAM solutions and strategies, ensuring consistent messaging and understanding across the organization.
- Monitor market trends, competitive landscape, and customer feedback to refine go-to-market approaches and product offerings.
- Financial and Operational Management: Manage the financial aspects of the CIAM business, including forecasting, budgeting, and performance tracking.
- Optimize resource allocation, including staffing and technology investments, to maximize efficiency and ROI.
- Report on business performance to senior management, providing insights and recommendations for growth and improvement.
The following skills and experience are essential for this role
- Experience: A minimum of 12-15 years in the cybersecurity and identity management space, with a focus on Customer Identity and Access Management (CIAM). Proven track record in business development, client management, and leading CIAM projects.
- Leadership: Strong leadership experience in managing client engagements and cross-functional teams. Ability to manage large, complex projects and ensure the delivery of business outcomes in alignment with client expectations.
- Cybersecurity Expertise: Solid understanding of cybersecurity practices, particularly as they relate to identity management, access control, data protection, and compliance. Familiarity with industry standards and regulations such as GDPR, CCPA, SOC 2, and ISO 27001.
- Strategic Vision: Ability to develop and execute go-to-market strategies for CIAM solutions, grow the business, and drive client acquisition and retention.
- Ecosystem Partner Management: Proven experience working with CIAM technology providers (e.g., Okta, Ping Identity, ForgeRock) and leveraging partnerships to enhance service delivery and solution capabilities.
- Consulting Experience: Strong consulting background, with the ability to understand client needs, translate those into actionable strategic plans, and guide clients through cybersecurity and digital transformation journeys.
Set yourself apart
Professional certifications in IAM, such as CISM, CISSP, or similar.
Experience in managing P&L and driving growth in consulting or technology services.
London
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