Senior Enterprise Solutions Sales Manager - Digital Identity (Sr Manager Business Development)

IDEMIA Public Security; United States; On-site; USD 135,000 - 168,000; Full time

Job summary

IDEMIA Public Security is seeking an entrepreneurial sales professional to open doors, build pipeline, and win complex enterprise opportunities in the identity and cybersecurity space. You will manage relationships with CISOs, CIOs, and security leaders while driving multi-year deals through consultative selling and cross-functional collaboration.

The role emphasizes growth—from net-new logos to expanding existing accounts—and requires a proven ability to navigate long cycles, negotiate with

Qualifications

• 7+ years of enterprise software, cybersecurity, digital identity, or security technology sales experience.
• Proven quota overachievement and complex enterprise deal execution.
• Established enterprise network including CISOs, CIOs, Security Leaders, IAM Leaders, or Digital Transformation leaders.
• Experience acquiring net-new enterprise customers and creating significant self-sourced pipeline.
• Experience competing against established market leaders and winning replacement opportunities.

Responsibilities

• Prospect, develop, and close net-new enterprise accounts across targeted industries and named accounts.
• Build and manage a healthy pipeline through self-generated prospecting, referrals, networking, partner relationships, and industry engagement.
• Develop and execute territory and account strategies to achieve and exceed sales targets.
• Identify competitive displacement and replacement opportunities within existing enterprise environments.
• Develop growth plans for assigned strategic customers and identify opportunities to expand IDEMIA's footprint.
• Drive cross-sell and upsell opportunities for Identity Proofing, Digital Identity, and related solutions.
• Leverage existing customer relationships to introduce new use cases and stakeholders across the organization.
• Build executive-level relationships with security, IAM, fraud, compliance, HR, digital transformation, and business leadership teams.
• Conduct consultative and value-based selling engagements focused on solving customer business challenges.
• Own the end-to-end sales process including qualification, discovery, solution positioning, business case development, proposal creation, pricing, negotiation, and contract execution.
• Collaborate with pre-sales, product management, delivery, and partner teams to develop winning solutions.
• Maintain accurate pipeline forecasts and account plans.
• Provide market feedback and customer insights that influence product strategy and roadmap direction.
• Support the development of channel and strategic partner relationships.
• Promote and transact through cloud procurement channels, including Azure Marketplace where appropriate.
• Serve as a trusted advisor on identity verification, digital identity, fraud prevention, and trust-related initiatives.

Skills

Consultative selling

Solution positioning

ROI / business case development

Negotiation

Executive communication

Accurate forecasting

Job 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.

About the Role

The successful candidate will help organizations verify and trust the identity of employees, contractors, partners, and customers through innovative identity proofing and digital identity solutions. We are looking for an entrepreneurial sales professional with a proven ability to open doors, build pipeline, and win complex enterprise opportunities. The ideal candidate brings an established network of enterprise relationships, a track record of creating opportunities from the ground up, and the persistence to succeed in a rapidly evolving market. This is a high-impact, growth-oriented role for someone who thrives on challenges, enjoys building new business, and is excited to help shape the future of digital identity.

What You Will Do

Drive New Business Growth

• Prospect, develop, and close net-new enterprise accounts across targeted industries and named accounts.
• Build and manage a healthy pipeline through self-generated prospecting, referrals, networking, partner relationships, and industry engagement.
• Develop and execute territory and account strategies to achieve and exceed sales targets.
• Identify competitive displacement and replacement opportunities within existing enterprise environments.

Expand Existing Strategic Accounts

• Develop growth plans for assigned strategic customers and identify opportunities to expand IDEMIA's footprint.
• Drive cross-sell and upsell opportunities for Identity Proofing, Digital Identity, and related solutions.
• Leverage existing customer relationships to introduce new use cases and stakeholders across the organization.
• Build executive-level relationships with security, IAM, fraud, compliance, HR, digital transformation, and business leadership teams.

Lead Complex Enterprise Sales Cycles

• Conduct consultative and value-based selling engagements focused on solving customer business challenges.
• Own the end-to-end sales process including qualification, discovery, solution positioning, business case development, proposal creation, pricing, negotiation, and contract execution.
• Collaborate with pre-sales, product management, delivery, and partner teams to develop winning solutions.
• Maintain accurate pipeline forecasts and account plans.

Help Grow the Business

• Provide market feedback and customer insights that influence product strategy and roadmap direction.
• Support the development of channel and strategic partner relationships.
• Promote and transact through cloud procurement channels, including Azure Marketplace where appropriate.
• Serve as a trusted advisor on identity verification, digital identity, fraud prevention, and trust-related initiatives.

Qualifications

What We Are Looking For

• Experience: 7+ years of successful enterprise software, cybersecurity, digital identity, fraud, or security technology sales experience. Proven quota overachievement and complex enterprise deal execution.
• New Logo Growth: Demonstrated success acquiring net-new enterprise customers and creating significant self-sourced pipeline.
• Strategic Accounts: Ability to grow assigned named accounts through cross-sell, upsell, stakeholder expansion, and executive relationship development.
• Competitive Selling: Experience competing against established market leaders and winning replacement or displacement opportunities.
• Relationships: Established enterprise network, including CISOs, CIOs, Security Leaders, IAM Leaders, Fraud Leaders, Risk Officers, HR executives, or Digital Transformation leaders.
• Relevant Domains: Identity Proofing, Identity Verification, Digital Identity, IAM, Fraud Prevention, Cybersecurity, Workforce Identity, CIAM, Risk and Compliance.
• Skills: Consultative selling, solution positioning, ROI/business case development, negotiation, executive communication, and accurate forecasting.

Who You Are

Entrepreneurial Builder

• You thrive in growth environments and enjoy building new opportunities from scratch.
• You are resourceful, self-motivated, and comfortable operating with ambiguity.
• You can create momentum without relying heavily on marketing-generated leads.
• Hunter Mentality
• You are energized by prospecting, opening new doors, and winning competitive opportunities.
• You take ownership of your success and proactively create pipeline.
• You are persistent, resilient, and comfortable navigating long enterprise sales cycles.

Positive Team Player

• You bring a positive attitude and growth mindset.
• You embrace challenges and view obstacles as opportunities.
• You collaborate effectively across sales, product, delivery, marketing, and partner organizations.
• You contribute to a culture of accountability, teamwork, and continuous improvement.

Why Join IDEMIA?

• Help shape one of the fastest-growing segments in security, identity, and digital trust.
• Join a global leader with decades of expertise in identity, biometrics, and credential technologies.
• Work with innovative solutions that span the full identity lifecycle, from physical credentials to digital identity and identity proofing.
• Make a direct impact on the growth and market positioning of a high-potential business.
• Be part of a team that values initiative, innovation, collaboration, and customer success.

Compensation

US base salary range for this position is $134,560.00 - 168,199.00 + bonus + benefits. While it is uncommon for candidates to be hired at or near the top of the pay range, all compensation decisions are made based on the specific facts and circumstances of each hire. The final offer may vary depending on a combination of factors, including a candidate’s skills, qualifications, experience, and geographic location.