Location: US Remote-based (HQ in Reston, VA); periodic travel required for team meetings and client engagements
Base Salary: $120,000 – $140,000
Bonus Structure: 30–40% of base, with potential to double for strong performance
Estimated Total Compensation: $150,000-$200,000+ OTE first year, potentially higher
About the Role
We are seeking an experienced Strategic Account Manager to manage and grow relationships with key technology partners in the biometric security and access control industry. This role involves engaging with senior-level decision-makers, driving revenue growth, and delivering consultative solutions that address complex security challenges. The ideal candidate will have a background in Identity Management, Biometric Security, and Access Control and a proven ability to align customer needs with advanced technology solutions.
Key Responsibilities
• Account Ownership: Manage and expand a portfolio of strategic third-party technology and channel partners, focusing on mutually beneficial partnerships and revenue growth.
• Solution Selling: Lead consultative sales engagements by understanding customer security requirements and tailoring biometric and access control solutions.
• Business Development: Identify and pursue new opportunities within channel partners and strategic technology collaborators.
• Strategic Planning: Develop and track KPIs aligned with company objectives, emphasizing customer satisfaction, retention, and profitability.
• Cross-Functional Collaboration: Work with product, engineering, and marketing teams to ensure customer requirements are met and to influence future product development.
• Channel Management: Build joint go-to-market initiatives with system integrators, distributors, and technology partners to maximize market penetration.
• Forecasting & Reporting: Provide accurate sales forecasts, pipeline reports, and account plans to executive management.
• Industry Insight: Stay informed on market trends, competitor activities, and emerging technologies to position the company as a trusted advisor.
Qualifications
• Experience: 5–8 years in enterprise or strategic account management, preferably in access control, biometrics, identity management, or physical security.
• Sales Expertise: Proven track record in consultative/solution selling and managing complex sales cycles with multiple stakeholders.
• Technical Aptitude: Understanding of physical and logical security systems, including hardware, software, and integration platforms.
• Relationship Building: Strong interpersonal skills and experience engaging senior-level decision-makers (CIOs, CSOs, Security Directors).
• Analytical & Strategic Thinking: Ability to translate customer challenges into actionable business solutions and long-term strategic value.
• Travel: Willingness to travel to client sites, industry events, and partner meetings as required.
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