Strategic sales manager in authentication solutions

As a partner to businesses and governments, Crane Authentication offers expertise and cutting-edge innovations that protect and enhance products, secure identities, safeguard revenues and enforce compliance. Customers from different business sectors and levels of government trust our team of 1,250 people for their expertise in R&D, security design, engineering and data-driven insights. We are an integral part of Crane NXT, a $2 billion dollar business with over 5,000 associates

• Own the creation of a sustainable, self-generated enterprise sales pipeline sufficient to achieve annual new-business revenue targets.
• Generate approximately 90-95% of qualified opportunities through self-directed prospecting and business development rather than relying on company-generated leads.
• Independently identify high-value target accounts, buying centres, decision-makers, and relevant business triggers.
• Execute disciplined multi-channel prospecting using telephone, email, LinkedIn/social selling, referrals, industry networks, events, and direct outreach.
• Develop account-specific outreach strategies rather than relying exclusively on broad marketing campaigns or automated sequences.
• Create compelling reasons for senior stakeholders to engage where no active buying process currently exists.
• Consistently convert prospecting activity into discovery meetings, qualified opportunities, pipeline, and closed revenue.
• Build and maintain an individual prospecting plan and target-account strategy.
• Develop relationships with executive and senior-level stakeholders within targeted prospect organizations.
• Identify multiple buying centers and use cases within targeted enterprise prospects.
• Expand initial opportunities across business units, geographies, brands, and use cases where appropriate.
• Transition closed customers effectively to the appropriate customer management team following agreed handoff procedures.
• Maintain sufficient self-generated pipeline coverage to achieve new-business quota.
• Maintain a continuously refreshed target-account and prospect list.
• Demonstrate consistent movement of opportunities from prospecting through qualification, discovery, proposal, negotiation, and close.
• Maintain accurate opportunity stages, values, next steps, close dates, contacts, and activity within Salesforce.
• Provide accurate forecasts based on objective opportunity evidence rather than salesperson judgment alone.
• Take corrective prospecting action when pipeline coverage falls below required levels.
• Lead complex enterprise sales opportunities from initial prospect identification through negotiation and contract execution.
• Develop new relationships with senior decision-makers without requiring a pre-existing company relationship.
• Navigate complex, multi-stakeholder enterprise buying environments.
• Conduct effective discovery to identify commercial pain, business risk, operational requirements, and measurable customer outcomes.
• Build value-based commercial proposals and business cases.
• Create urgency and momentum throughout lengthy enterprise sales cycles.
• Proactively challenge stalled opportunities and establish clear next steps.

• 7+ years of B2B enterprise sales or business development experience, preferably involving complex solutions or services.
• Demonstrated track record in a hunter/new-logo sales role where the salesperson was personally responsible for generating the majority of their own opportunities.
• Demonstrated ability to build pipeline from a limited or nonexistent starting position.
• Proven success prospecting into large or complex enterprise organizations.
• Experience establishing relationships with senior and executive-level stakeholders through direct prospecting.
• Proven record of achieving new-business revenue targets.
• Experience managing complex, multi-stakeholder sales cycles.
• Strong experience in consultative and value-based selling.
• Demonstrated proficiency using Salesforce to manage prospecting activity, pipeline, opportunities, and forecasting.
• Fluent in English
• Highly self-sufficient and comfortable creating opportunity without waiting for leads or direction.
• Demonstrates persistent and disciplined prospecting behavior.
• Comfortable initiating relationships with senior stakeholders who have no existing relationship with Crane Authentication.
• Naturally curious and capable of researching industries, companies, business problems, and individual stakeholders.
• Comfortable operating with ambiguity and developing their own route into target organizations.
• Highly accountable for pipeline creation and personal sales results.
• Resilient in environments involving rejection, long sales cycles, and limited initial customer engagement.
• Strong sense of urgency and personal ownership.
• Able to independently determine where to prospect, whom to contact, why they should engage, and how to create commercial value.
• Disciplined in maintaining prospecting activity even when active opportunities are progressing.
• Будет плюсом: Bachelor's degree in Business, Marketing, or related field preferred; Certifications in Strategic Selling, Key Account Management, or negotiation advantageous

• Office, client site, and remote as applicable.
• Moderate travel (20-30%) for customer meetings, account reviews and events.