Apply on Employer Site

IDEMIA · 1 week ago

Channel Development & Mid-Market Account Executive

US-VA-Reston

Full-time

Hybrid

Senior Level

5+ years exp

IDEMIA is the leading provider of secure and trusted biometric-based solutions, transforming organizations across the globe. They are seeking a Channel Development & Mid-Market Account Executive to drive revenue growth in the North American mid-market segment through strategic channel development and direct sales execution.

Identity ManagementInformation TechnologyNetwork Security

Responsibilities

Partner Recruitment: Identify, recruit, and onboard key channel partners, including Microsoft resellers, Managed Security Service Providers (MSSPs), and Identity-focused Systems Integrators, who can successfully sell and deploy IDEMIA’s portfolio of Identity products (Identity credentials and Identity verification / proofing)

Enablement: Develop and execute comprehensive training and enablement plans for partners, covering product positioning (Credentials and IDV), competitive differentiation, and deal registration processes

Channel Pipeline Management: Own the channel sales pipeline, driving joint business planning, quarterly performance reviews, and ensuring deal velocity through partners

Lead Triage & Routing: Serve as the primary qualification point for all inbound marketplace leads that do not meet the Strategic Enterprise Account criteria, either closing them directly or routing the opportunity to the most appropriate channel partner

Direct Sales: Manage the full sales cycle for qualified mid-market leads, from initial contact and discovery through contract negotiation and close

Velocity Selling: Utilize strong qualification skills to manage a high volume of opportunities with shorter sales cycles, focusing on point solutions (e.g., FIDO keys) or immediate IDV requirements

Feedback Loop: Collect and synthesize partner and customer feedback from the mid-market to inform product, sales, and marketing teams

Qualification

Channel managementPartner developmentIT securityIdentity & Access ManagementMFAFIDOIDV/KYC solutionsSalesforceCommunication skillsNegotiation skillsStrategic thinkingAdaptability

Required

Education: Bachelor's degree in Business, Marketing, Information Technology, or related field (or equivalent experience)

5+ years in sales, including 3+ years in channel management, partner development, or mid-market sales

Proven success within IT security or Identity & Access Management (IAM)

Experience managing a channel ecosystem while running direct sales pipelines

Domain Expertise: Strong understanding of MFA, FIDO, PIV/CAC standards, and IDV/KYC solutions

Skills: Exceptional communication, presentation, and negotiation skills; ability to manage complex partner relationships and execute concurrent sales motions

Other: Ability to travel up to 30% for partner meetings and industry events