About this role
Since our founding, IDEMIA has been on a mission to unlock the world and make it safer through our cutting-edge identity technologies. Our technology leadership makes us the partner of choice for hundreds of governments and thousands of enterprises in over 180 countries, including some of the biggest and most influential brands in the world. In applying our unique expertise in biometrics and cryptography, we enable our clients to unlock simpler and safer ways to pay, connect, access, identify, travel and protect public places – at scale and in total security.
Our teams work from 5 continents and speak 100+ different languages. We strongly believe that our diversity is a key driver of innovation and performance.
Purpose
The Client Solutions Manager partners with Sales to qualify opportunities, engage customers, analyze requirements, and shape early solution strategies. The role prepares preliminary estimates, pre-tender materials, and drives proofs of concept, demos, and partner enablement while serving as a technical subject-matter expert.
During the bid phase, the Manager leads the full proposal lifecycle—coordinating stakeholders across Sales, Product, Delivery, Legal, Finance, and Procurement. This includes managing partner and subcontractor interactions, challenging and validating architectural choices, ensuring coherence between requirements, solution design and pricing, and producing competitive, financially viable offers. The role also consolidates proposal contributions, supports financial modelling, and oversees customer benchmarks.
Long Description
Main Activities 1 - Opportunity Qualification / Business Development
- Support Sales during customer engagements, including visits, workshops, and presentations
- Help uncover and analyze customer needs, co-create solutions, and anticipate requirements ahead of tender releases.
- Build early budgetary, planning estimates before RFIs/RFPs and other pre-tender documentation
- Organize proofs of concepts, demos, and customer benchmark tests.
- Act as technical subject-matter experts for partners, enabling them on product
Main Activities 2 - Bid Phase / Offer Preparation
- Lead bid activities and coordinate the response team.
- Engage cross-functional stakeholders (Sales, Product, Delivery, Legal, Finance, Procurement, etc.).
- Manage interfaces with partners and subcontractors.
- Challenge architectural choices, assess impacts, and optimize solution cost and risk coverage.
- Ensure alignment between requirements, solution design, pricing, and offer content.
- Write or contribute to proposal materials; consolidate inputs from all contributors.
- Work with Sales to develop pricing models and financial projections (margin, breakeven, turnover impact).
- Pilot customer tests (benchmarks) during the bid phase.
Long Description
- Minimum 8 years in presales, consulting, solution management or bid management.
- Proven experience leading bid processes and producing detailed, cost-competitive proposals.
- Strong background in system integration, solution scoping and architectural design.
- Experience in public security, airport & border technology, biometric solutions, or travel & transport domains.
- Solid understanding of financial concepts: cashflow, profit and Loss, gross margin, capitalization, depreciation, taxation, etc
- Ability to support Business Development and Sales activities across markets.
- Experience managing teams in multicultural and remote environments.
- Strong conflict-resolution, facilitation, and stakeholder-management skills.
- Excellent interpersonal and written/oral communication skills.
- Adaptive, proactive, and solution-oriented mindset.
- Fluency in French is mandatory and strong command of english. Another European language is an advantage
By choosing to work at IDEMIA, you will join a unique tech company, offering a wide range of growth opportunities. You will contribute to a safer world, collaborating with an international and global community. We value the diversity of our teams and welcome people from all walks of life, regardless of how they look, where they come from, who they love, or what they think.
We deliver cutting edge, future proof innovation that reach the highest technological standards and we’re transforming, fast, to stay a leader in a world that’s changing fast, too.
At IDEMIA, people can develop their expertise and feel a sense of ownership and empowerment, in a global environment, as part of a company with the ambition and the ability to change the world.
Visit our website to know more about the leader in Identity Technologies
Other facts
About IDEMIA
IDEMIA Secure Transactions (IST) is a leading provider of payment, connectivity, and cybersecurity solutions, serving billions of people worldwide. With decades of expertise in cryptography and credential issuance, IST is trusted by over 2000 financial institutions, mobile operators, automotive manufacturers, and IoT providers worldwide.
IST is a division of IDEMIA Group.
IDEMIA Public Security, another division of IDEMIA Group, is the premium provider of convenient and trusted biometric-based solutions, transforming public and private organizations across the globe.
Follow them here: https://www.linkedin.com/company/idemia-public-security/
What you'll do
- The Client Solutions Manager partners with Sales to qualify opportunities and engage customers while shaping early solution strategies. They lead the proposal lifecycle during the bid phase, coordinating stakeholders and ensuring alignment between requirements and solution design.
Ready to join IDEMIA?
Take the next step in your career journey