IDEMIA

Compensation

Full Description

Overview IDEMIA Public Security, a division of IDEMIA Group, is the leading provider of secure and trusted biometric-based solutions, transforming public and private organizations across the globe. Our industry-enabled and client-specific solutions draw upon decades of expertise in biometrics to revolutionize the fields of public security, justice and public safety, travel and transport, identity, and access control. Built on privacy and trust, our market-leading iris, fingerprint and facial recognition solutions top independent benchmarking for accuracy, fairness and scalability. These exacting standards enable our clients to build safer, fairer societies where people can live, interact, and move about freely. With 4000+ employees around the world and 150+ partners worldwide, we offer more than just a job - we provide a dynamic environment where innovation thrives, opportunities abound, and your talents are valued. Be part of a global leader shaping the future of biometric based technology. Learn more here. Responsibilities Role Summary We are seeking a dynamic Channel Development & Mid-Market Account Executive to accelerate growth in the North American mid-market segment (organizations with 1,000–5,000 employees). This hybrid role combines strategic channel development with direct sales execution, driving revenue through a robust partner ecosystem while managing marketplace leads not covered by the Enterprise team. You will build and enable a network of resellers and systems integrators, while closing high-velocity deals in the mid-market space. Success in this role requires a unique blend of relationship-building, technical acumen, and sales expertise. You’ll serve as the critical link between partners, products, and pipeline: driving partner recruitment and enablement, accelerating deal flow, and delivering actionable market intelligence to shape strategy and growth. Key Responsibilities Channel Strategy and Management (60%) 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. Mid-Market Direct Sales Execution (40%) 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. Key Performance Indicators (KPIs) Channel Sourced Revenue: Percentage of overall mid-market revenue generated through partners. Partner Pipeline Value:Total pipeline value registered and progressed by the channel ecosystem. Direct Mid-Market Conversion: Conversion rate and velocity (days to close) for direct mid-market leads. New Partner Acquisition: Number of certified, active, and revenue-generating partners onboarded quarterly. Qualifications 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. Preferred Certifications: CISSP, CISM, or comparable security credentials. Technical Knowledge: Familiarity with SaaS identity platforms, cloud security, and the Microsoft/Azure ecosystem. Channel Experience: Hands-on enablement of Microsoft resellers, MSSPs, or large systems integrators. Sales Tools: Proficiency in CRM (e.g., Salesforce) and partner portals; experience with marketplace-led motions. Industry Exposure: Cybersecurity, identity proofing, or compliance-driven sectors (e.g., financial services, government). Soft Skills: Strategic thinking, adaptability, and comfort in fast-paced, high-growth environments.