Business Development Manager - Consultants

ASSA ABLOY Group; United States; Remote; USD 93,000 - 146,000; Full time

Job summary

HID Global Cardiff-based team is seeking a Business Development Manager - Consultants to drive demand for HID PACS through security consultants, architects, engineers and specifiers across the United Kingdom and Ireland.

You will develop and execute a sales plan, identify early projects, shape requirements before tender, and maintain a robust consultant-influenced pipeline with cross-functional support from End User Business Development, regional sales and channel partners.

Qualifications

• Experience in consultative selling to security consultants, architects, engineers and specifiers.
• Ability to identify and progress consultant-influenced opportunities.
• Proven track record in building and managing consultant-driven pipeline.

Responsibilities

• Develop and execute a United Kingdom and Ireland consultant and specification sales plan aligned with PACS growth priorities and agreed commercial objectives.
• Build strategic relationships with security consultants, architects, engineers, specifiers and other advisers who influence physical access control decisions.
• Identify new-build, refurbishment, migration and technology-upgrade projects early and convert them into qualified sales opportunities.
• Win influence before tender by shaping customer outcomes, security architecture, design standards, specifications and approved product lists through consultative selling.
• Own the identification, qualification and progression of consultant-influenced opportunities, collaborating with End User Business Development, regional sales and channel partners to support conversion.
• Develop account plans for priority consultant practices and maintain an active consultant-influenced pipeline.
• Maintain accurate consultant contacts, activities, project influence, opportunity values, next steps and forecasts in Salesforce or the agreed CRM platform.
• Prioritise consultant organisations and specifiers connected to strategic or sizeable opportunities, using market intelligence, existing industry relationships, networks and proactive prospecting to uncover projects and decision makers.
• Act as HID's commercial liaison with the consultant community, coordinating discovery meetings, project activity and cross-functional follow-up that progresses opportunities.
• Plan targeted consultant campaigns, seminars, CPD activity and solution workshops with Marketing, Pre-Sales, Product and other specialists. The role may support delivery but is not the primary technical trainer.
• Identify requirements for consultant-facing sales tools, specification content, case studies, BIM/CAD resources and technical documentation, and coordinate with the relevant internal owners.
• Represent HID at consultant meetings, specification platforms, industry associations, conferences, trade events and relevant standards or built-environment forums.
• Understand and apply external factors that shape customer requirements and specifications, including cybersecurity, NIS2, resilience, secure open standards, interoperability, smart-building design and migration from legacy technology.
• Use these drivers and relevant experience of specification-led, regulated or complex infrastructure markets to develop opportunities in areas such as secure infrastructure modernisation, mobile and digital access, smart buildings and cloud-enabled services.
• Gather and communicate intelligence on customer requirements, project trends, standards, competitors and specification barriers.
• Work independently and manage multiple priorities while collaborating effectively across HID Sales, Pre-Sales, Product, Marketing, channel teams and ASSA ABLOY to support joined-up solutions.
• Provide accurate updates on activity, qualified pipeline, opportunity progression, specifications, risks, forecasts and consultant-influenced revenue.
• Empowerment: You'll work as part of a global team in a flexible work environment, learning and enhancing your expertise. We welcome an opportunity to meet you and learn about your unique talents, skills, and experiences. You don't need to check all the boxes. If you have most of the skills and experience, we want you to apply.
• Innovation: You embrace challenges and want to drive change. You'll have opportunities to share insights and contribute forward-thinking ideas that shape future outcomes.
• Integrity: You are results-orientated, reliable, and straightforward and value being treated accordingly. We want all our employees to be themselves, to feel appreciated and accepted.

Skills

Consultative selling

Strategic relationship building

Sales planning

CRM Salesforce

Tools

Salesforce

Job description

The Business Development Manager - Consultants drives demand for HID Physical Access Control Solutions through the consultant, architect, engineering and specification community across the United Kingdom and Ireland. Reporting to the European Business Development Director, the role develops strategic relationships with organisations and individuals who influence security strategy, design and procurement. The role identifies projects early in the planning and design cycle, before tender requirements are fixed, and converts that influence into qualified pipeline, specifications and sales opportunities. Success is measured through consultant-influenced pipeline, opportunity progression, specifications and revenue. This is a sales and business development role; technical training and workshops will normally be delivered by appropriate HID specialists, with this role identifying demand and coordinating targeted engagement programmes.

• Develop and execute a United Kingdom and Ireland consultant and specification sales plan aligned with PACS growth priorities and agreed commercial objectives.
• Build strategic relationships with security consultants, architects, engineers, specifiers and other advisers who influence physical access control decisions.
• Identify new-build, refurbishment, migration and technology-upgrade projects early and convert them into qualified sales opportunities.
• Win influence before tender by shaping customer outcomes, security architecture, design standards, specifications and approved product lists through consultative selling.
• Own the identification, qualification and progression of consultant-influenced opportunities, collaborating with End User Business Development, regional sales and channel partners to support conversion.
• Develop account plans for priority consultant practices and maintain an active consultant-influenced pipeline.
• Maintain accurate consultant contacts, activities, project influence, opportunity values, next steps and forecasts in Salesforce or the agreed CRM platform.
• Prioritise consultant organisations and specifiers connected to strategic or sizeable opportunities, using market intelligence, existing industry relationships, networks and proactive prospecting to uncover projects and decision makers.
• Act as HID's commercial liaison with the consultant community, coordinating discovery meetings, project activity and cross-functional follow-up that progresses opportunities.
• Plan targeted consultant campaigns, seminars, CPD activity and solution workshops with Marketing, Pre-Sales, Product and other specialists. The role may support delivery but is not the primary technical trainer.
• Identify requirements for consultant-facing sales tools, specification content, case studies, BIM/CAD resources and technical documentation, and coordinate with the relevant internal owners.
• Represent HID at consultant meetings, specification platforms, industry associations, conferences, trade events and relevant standards or built-environment forums.
• Understand and apply external factors that shape customer requirements and specifications, including cybersecurity, NIS2, resilience, secure open standards, interoperability, smart-building design and migration from legacy technology.
• Use these drivers and relevant experience of specification-led, regulated or complex infrastructure markets to develop opportunities in areas such as secure infrastructure modernisation, mobile and digital access, smart buildings and cloud-enabled services.
• Gather and communicate intelligence on customer requirements, project trends, standards, competitors and specification barriers.
• Work independently and manage multiple priorities while collaborating effectively across HID Sales, Pre-Sales, Product, Marketing, channel teams and ASSA ABLOY to support joined-up solutions.
• Provide accurate updates on activity, qualified pipeline, opportunity progression, specifications, risks, forecasts and consultant-influenced revenue., Empowerment: You'll work as part of a global team in a flexible work environment, learning and enhancing your expertise. We welcome an opportunity to meet you and learn about your unique talents, skills, and experiences. You don't need to check all the boxes. If you have most of the skills and experience, we want you to apply.
• Innovation: You embrace challenges and want to drive change. You'll have opportunities to share insights and contribute forward-thinking ideas that shape future outcomes.
• Integrity: You are results-orientated, reliable, and straightforward and value being treated accordingly. We want all our employees to be themselves, to feel appreciated and accepted.

HID does not accept unsolicited resumes from headhunters, recruitment agencies, or fee-based recruitment services. We are not responsible for any fees related to unsolicited resumes. HID is committed to building a diverse, equitable, and inclusive workforce that reflects the global communities we serve. As an equal opportunity employer, we consider all qualified applicants without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, disability, age, veteran status, or any other legally protected characteristic. Our goal is to create a workplace that empowers everyone to thrive and be their authentic selves, fostering an environment of mutual respect and inclusivity. HID may use AI-assisted technology to support our Talent Acquisition team in reviewing applications by identifying job-related qualifications, skills, and experience. AI is used as a support tool only and does not make hiring decisions. All applications are reviewed by a member of our Talent Acquisition team before any selection decision is made.

HID powers the trusted identities of the world's people, places, and things, allowing people to transact safely, work productively and travel freely.

We are a high-tech software company headquartered in Austin, TX, with over 4,500 worldwide employees. Check us out here: www.hidglobal.com and https://youtu.be/23km5H4K9Eo Physical Access Control Solutions (PACS): HID Physical Access Control Solutions (PACS) is at the forefront of securing spaces with advanced, reliable access control solutions. From cutting-edge readers, credentials and controllers, to mobile and biometric technologies, HID PACS empowers organizations worldwide to protect their people, property and assets with scalable, high-quality solutions. This is more than just a job - it's your chance to join an industry leader to drive innovation in access control and make a real impact on global security solutions. Are you ready to make a difference? Join us and help shape the future of security.

We make it easier for people to get where they want to go! On an average day, think of how many times you tap, twist, tag, push or swipe to get access, find information, connect with others or track something. HID technology is behind billions of interactions, in more than 100 countries. We help you create a verified, trusted identity that can get you where you need to go - without having to think about it. When you join our HID team, you'll also be part of the ASSA ABLOY Group, the global leader in access solutions. You'll have 63,000 colleagues in more than 70 different countries. We empower our people to build their career around their aspirations and our ambitions - supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally. As we welcome new people on board, it's important to us to have diverse, inclusive teams, and we value different perspectives and experiences. #LI-HIDGlobal Cardiff, Wales, GB, CF15 7AB Sales, Marketing & Product Management Travel Required: 11%-30% Mid-senior level 26-Nov-2026

• Applicants for this position must be currently and legally authorized to reside and work in the hiring country.
• HID Global will not offer immigration sponsorship or assume sponsorship of an employment visa for this position.
• International relocation or remote work arrangements outside of the hiring country will not be considered.
• Competitive salary and rewards package.
• Competitive benefits and annual leave offering, allowing for work-life balance.
• A vibrant, welcoming & inclusive culture.
• Extensive career development opportunities and resources to maximize your potential.
• To be a part of a global organization that is pioneering the hardware, software and services that allow people to confidently navigate the physical and digital worlds.