Business Development Manager

Valid; São Paulo; Hybrid; BRL 200,000 - 360,000; Full time

Benefits offered by this job

Private medical insurance

Hybrid work model

Exposure to international customers

Job summary

Valid is seeking an experienced Business Development Manager for IoT and OEM segments in Brazil. The role focuses on hunting new customers, building a qualified sales pipeline, and closing complex B2B opportunities across eSIM, iSIM, OEM, software and services.

You will work with cross-functional teams to tailor commercial and technical solutions, develop business cases, and lead negotiations. A hybrid work model and private medical insurance are offered.

Qualifications

• At least five years of experience in B2B sales or business development.
• Experience selling IoT, telecommunications, software, services or connectivity solutions.
• Proven ability to generate new business and manage complex sales cycles.

Responsibilities

• Identify, target and acquire new customers in IoT market segments.
• Build and manage a qualified pipeline of IoT opportunities.
• Generate revenue and gross margin across the IoT portfolio.
• Lead negotiations and define contractual terms with customers.
• Collaborate with Solution Sales, OEM, Account Management and Product teams to define solutions.

Skills

B2B sales

Negotiation

Relationship building

Cross-functional collaboration

Business development

Sales pipeline management

Education

Bachelor’s degree in Sales and Marketing, Computer Science, Electronic Engineering or related field

Job description

If you are passionate about technology and enjoy working on innovative and challenging projects, Valid could be the right place for you.

Valid is a global technology provider offering a comprehensive portfolio of solutions across Payments, Mobile, Data and Identity, as well as Digital Marketing and Digital Certification.

With more than 65 years of global experience, over 4,000 professionals and operations across 16 countries, we work together to create a more trustworthy and secure world. Our Group has a global presence across Asia, Africa, the Middle East, North America, Latin America and Europe.

We are looking for an experienced Business Development Manager for IoT and OEM segments with a strong background in B2B technology sales, particularly within IoT, telecommunications, software, services or connectivity solutions for our team in Brazil. This is a hunter-oriented role focused on identifying new customers, building a qualified sales pipeline and closing complex B2B business opportunities.

The Business Development Manager will be responsible for driving sales of Valid’s IoT portfolio, including eSIM, iSIM, OEM, software and services, to Payment Service Providers, acquiring banks and other companies deploying connected devices, such as POS terminals, Customer Premises Equipment, smart meters and other devices requiring ubiquitous cellular connectivity. The role involves identifying and qualifying customer needs through a consultative sales process, developing business models and business cases, preparing commercial proposals and managing complex negotiations.

The successful candidate will work closely with Valid’s Solution Sales Management, OEM, Account Management, Product and Operations teams to define solutions that meet customer expectations from a commercial, functional, and technical perspective.

Main responsibilities

• Identify, target and acquire new customers within selected IoT market segments.
• Build, manage and develop a qualified pipeline of IoT business opportunities.
• Generate revenue and gross margin across Valid’s IoT portfolio, including eSIM, iSIM, OEM, software and services.
• Promote Valid’s IoT solutions within the Brazilian market.
• Identify customer needs and translate them into appropriate technical and commercial solutions.
• Develop business cases, commercial proposals, pricing schemes and business models.
• Lead commercial negotiations and agree contractual terms with customers.
• Manage complex B2B sales cycles involving multiple customer and internal stakeholders.
• Build long-term customer relationships throughout the pre-sales, sales and after-sales stages.
• Identify farming and business expansion opportunities within existing accounts.
• Define the appropriate go-to-market strategy, sales tactics and value proposition for the targeted IoT segments.
• Identify, develop and manage strategic partnerships at regional or global level.
• Create new go-to-market channels and identify partners that can complement Valid’s IoT portfolio.
• Collaborate with the Solution Sales Management and OEM teams to define the technical solution, functional specifications and overall costing.
• Coordinate with the MNO Sales and Account Management teams in Brazil to optimize commercial efforts.
• Contribute to Valid’s regional and global strategy for IoT, OEM, software and services.
• Deliver the agreed revenue and gross-margin targets.

What we are looking for:

• Bachelor’s degree in Sales and Marketing, Computer Science, Electronic Engineering or a related field.
• At least five years of experience in B2B sales or business development, including the sale of IoT, telecommunications, software, services, or connectivity solutions through complex sales cycles.
• Experience with B2B IoT, M2M, cellular connectivity or related technology solutions. Knowledge of eSIM, iSIM or SIM solutions is highly valued.
• Experience working with relevant IoT verticals such as payments, acquiring, POS terminals, smart metering, CPE or connected-device ecosystems is highly valued.
• Proven experience generating new business, prospecting customers and developing opportunities from the initial contact through to contract signature.
• Experience developing commercial proposals, pricing models, business cases and go-to-market strategies.
• Experience identifying, developing and managing strategic partnerships.
• Good understanding of the technical aspects of software, services and cloud-based solutions.
• Strong negotiation, problem-solving and decision-making skills.
• Ability to engage and negotiate with C-level executives and senior stakeholders.
• Ability to interpret customer requirements while balancing commercial, technical and financial considerations.
• Strong analytical skills and the ability to identify and mitigate commercial risks and issues.
• Ability to build strong relationships with customers, partners and internal stakeholders.
• Ability to collaborate effectively within multicultural and cross-functional teams.
• Flexibility, initiative and a results-oriented mindset.
• Fluency in Portuguese and English.
• Availability for frequent travel across Brazil.

Preferred qualifications

• Existing commercial network within the Brazilian IoT or telecommunications ecosystem.
• Experience conducting business across Latin America.

What do we offer?

• The opportunity to join a global technology company with more than 65 years of experience.
• Participation in innovative technology projects within multicultural and multidisciplinary teams.
• A flexible hybrid working model that supports work-life balance.
• Private medical insurance.
• Exposure to international customers, teams, and business opportunities.
• The opportunity to contribute directly to the growth of Valid’s IoT business in Brazil.

Our culture

At Valid, we foster an inclusive, diverse, and innovative environment where everyone can thrive.

We are committed to equal opportunities and to maintaining a workplace free from discrimination based on sex, age, race, sexual orientation, religion, education, social status, culture, illness or disability. People are at the heart of our culture. Trust, transparency, and teamwork are the foundations of our success, driving growth and empowering talent.