IDEMIA Public Security · 18 hours ago
Channel Development & Mid-Market Account Executive
United States
Full-time
Hybrid
Senior Level
5+ years expIDEMIA Public Security is a leading provider of secure and trusted biometric-based solutions. They are seeking a dynamic 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.
Information Technology & Services
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
Qualification
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
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
Company
IDEMIA Public Security
As our world becomes increasingly digitally connected, personal identity and security only become more important.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Donnie Scott
Chief Executive Officer
Doug Harvey
Chief Technology Officer
Company data provided by crunchbase