State and Local Sales Account Manager

IDEMIA is the global leader in identity and security. Our mission is to create a safe and simple future where identity verification is indisputable, and only you can assert your identity. We are a distributed company leveraging the latest technologies to deliver world-class products in the private and public sectors of finance, telecom, identity, security, retail, sports entertainment, commercial, government, and IoT. We use a variety of technologies and approaches to deliver quality product and services to government agencies and technology companies. IDEMIA is a made up of a group of 14,000 diverse people from different nationalities, speaking over 20 different languages. Together, our solutions impact the everyday lives of citizens and nations. In this ever-changing world, protecting your identity is paramount. Join the team that is ensuring one person- one identity.

The primary responsibilities of this position are to reach out proactively to prospect, qualify deals and shape opportunities within our existing customer base as well as with new customers for our Civil Identity (CI) products and solutions in our CI State and Local market segment. The territory for this position will be predominately the Western United States and preference will be for those candidates who are located in that geographic region.

Essential Job Functions: (includes but is not limited to):

• Develop and execute a territory business plan and build account plans across the CI S&L market, resulting in a business growth pipeline and achieving quarterly business objectives.
• Manage multiple opportunities simultaneously, work with cross-functional teams, and serve as the primary customer contact for all business/adoption-related activities, including agreement discussion.
• Assist customers in identifying use cases suitable for IDEMIA CI Products.
• Articulate key differentiators, and typical customer journeys.
• Drive initiatives for increased adoption, use, and growth of CI Solutions and Products in the S&L market.
• Manages all elements of the sales cycle within assigned geographic areas and/or product line; with primary focus on new accounts including sales prospecting activities, follow-up, business value analysis, involvement in proposal development, contract negotiation, and effective management of the sales closure.
• Executes the sales strategy and territory business plan to surpass all sales objectives from a revenue, profit and customer satisfaction perspective.
• Conducts market research to understand competitors and market trends.
• Provides innovative ideas and suggestions to improve the market presence.
• Maintains relationship with existing customers by gathering customer feedback leading to improve customer satisfaction, product development, and market analysis.
• Provides input to product management, communicating the needs of the customers and the marketplace.
• Develops a comprehensive knowledge of Idemia products and technical architecture, industry characteristics and competitive environment.
• Responds to solution and product inquiries.
• Add a positive sales culture and sale centric atmosphere among the team members.
• Attend conferences as required.

Basic Qualifications:

• Experience or knowledge of Public Sector/State & Local Sales, specifically driver license agencies.
• 4+ years of industry experience or technology sales or business development experience.
• Ability to manage the entire sales process from prospecting through close.
• Must have good interpersonal skills and be able to establish strong relationships; must be confident and at ease dealing with a variety of personalities from multi-cultural backgrounds.
• Must possess demonstrated verbal (including presentation in person and web based) and writing communication as well as excellent listening skills.
• Must be proactive to identify and anticipate client needs.
• Must be self-directed and self-motivated as well as accountable for results.
• Must have excellent organization and time management skills which includes planning, organizing, and prioritizing with attention to detail.
• Must be able to build trusting relationships in order to gain support and achieve results, at all levels of the Organization; must be able to work in a team environment and to partner/interface with business executives and operations leaders in different Department/Business Units.
• Must be available and willing to travel extensively.
• Must be proficient in Microsoft Word, Excel and PowerPoint.
• Must have the ability to submit accurate and timely reports as needed.