Remote Channel Partner Manager Jobs in Washington

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.

Position Summary

IDEMIA Public Security is seeking a highly motivated and strategic Key Account Manager to drive growth, customer success, and market expansion across our trusted identity, biometric authentication, credentialing, and physical access security solutions portfolio.

This role is responsible for managing strategic customer accounts, technology partners, system integrators, and channel relationships while identifying new business opportunities and expanding existing deployments. The ideal candidate combines strong consultative sales skills with the ability to build executive-level relationships, develop long-term account strategies, and position innovative security solutions that address evolving customer challenges.

As a trusted advisor, the Key Account Manager will work closely with customers, partners, and internal teams to deliver business value, strengthen customer loyalty, and support IDEMIA's growth objectives across government, critical infrastructure, enterprise, and commercial markets.

Key Responsibilities

• Develop and execute strategic account plans to drive revenue growth, customer retention, profitability, and long-term business expansion within assigned accounts.
• Build, manage, and expand relationships with key customers, channel partners, consultants, distributors, system integrators, and executive-level decision makers across target industries.
• Drive adoption and growth of IDEMIA's portfolio, including biometric authentication, credential management, mobile credentials, digital identity, and physical access control solutions, through consultative selling and value-based engagement.
• Identify, qualify, and pursue new business opportunities within existing accounts and partner ecosystems while leading commercial discussions, contract negotiations, renewals, and pricing strategies.
• Collaborate with customers, partners, and cross-functional teams including sales engineering, product management, marketing, project delivery, and customer success to ensure successful solution deployment, customer satisfaction, and achievement of strategic objectives.
• Maintain accurate forecasting, pipeline management, and account reporting while monitoring industry trends, competitive activity, and emerging technologies, and representing IDEMIA at customer meetings, industry conferences, trade shows, and partner events.

Required

• Bachelor's degree in Business, Information Technology, Security Management, or a related field, or equivalent professional experience.
• 5+ years of experience in electronic security sales with a strong background expertise in strategic account management, enterprise sales, key account growth, or key account management.
• Demonstrated success managing complex customer relationships and achieving revenue growth targets.
• Experience selling technology solutions in one or more of the following areas:
• Physical Access Control Systems (PACS)
• Identity and Access Management
• Biometric Authentication
• Credentialing and Smart Card Technologies
• Strong consultative selling, negotiation, presentation, and communication skills.
• Proven ability to navigate complex sales cycles involving multiple stakeholders and decision-makers.
• Experience developing executive-level relationships and influencing strategic business outcomes.
• Willingness to travel as required.

Preferred

• Experience working within the physical security, identity management, biometrics, or access control industries.
• Knowledge of biometric technologies, mobile credentials, secure identity verification, and integrated security platforms.
• Experience working with government agencies and large enterprise customers.
• Familiarity with security channel sales, technology partnerships, and joint go-to-market initiatives.

Core Competencies

• Strategic Account Management
• Business Development
• Consultative Solution Selling
• Executive Relationship Management
• Channel & Partner Development
• Contract Negotiation
• Customer Success & Retention
• Cross-Functional Leadership
• Physical Security & Identity Solutions
• Strategic Planning & Forecasting

What Success Looks Like

• Consistent achievement of revenue and growth objectives.
• Expansion of customer deployments and partner-driven opportunities.
• Strong customer satisfaction, retention, and renewal performance.
• Accurate pipeline management and forecasting.
• Trusted advisor relationships with key stakeholders.
• Successful execution of strategic account and partner growth plans.

Note to third-party recruiters: IDEMIA Public Security does not work with third-party recruiters absent a signed agreement and will treat any resumes submitted without a signed agreement as the property of IDEMIA Public Security. In the event that IDEMIA Public Security hires a candidate who was brought to our attention by a recruiter who does not have a signed agreement, IDEMIA Public Security will not pay any fees to the recruiter as a result of the hire.