Job Description: Territory Manager, Mid-Market – US

Are you passionate about cybersecurity? Are you looking to join a company that is approaching the IT security industry in a bold new light and disrupting outdated tech? Being a part of the BIO-key team means working with the brightest minds in the business to solve the most challenging cybersecurity problems for enterprises around the globe.

We have led the way with innovative solutions shaping the cybersecurity landscape for the past two decades. Our products and solutions help customers securely and uniquely. There's no cookie-cutter "quick solve" for us – we take risks and bring creativity and impact to our work. Join us to be a part of a company with exciting momentum, offering competitive salaries, stock options, and great perks.

Job Overview

BIO-key seeks a skilled and motivated Territory Manager, Mid Market (TM), to join our dynamic US Sales team. The ideal candidate will have a proven track record in selling Identity and Access Management (IAM) solutions to enterprises, both directly and through channel partnerships. We seek someone who thrives in a competitive environment, excels at acquiring new business, managing channel relationships, and consistently surpassing sales quotas.

The TM will develop and execute sales strategies to meet and exceed sales quotas and targets within their designated region. This will involve managing channel partners, generating new business, territory planning, fostering client relationships, pricing negotiations, and contract execution. They will also play a vital role in identifying and pursuing sales opportunities in collaboration with our Business Development and Marketing teams. Additionally, the TM will be responsible for sourcing new sales opportunities through productive relationships with our Channel Partners.

Job Type: Full-time

Job Responsibilities

• Meet quarterly and annual sales quotas
• Develop a long-term strategy for generating new business pipelines
• Utilize channels and alliances effectively to identify new opportunities
• Prospect key accounts from the Target Account List (TAL) to uncover new leads
• Navigate through large enterprise and government accounts to secure sales
• Develop and implement a revenue growth plan for your region
• Manage the entire sales cycle from prospecting to closing deals
• Create a competitive strategy to outperform rivals in your region
• Qualify prospects and present product solutions effectively
• Collaborate with BIO-Key Solution Architects for product demonstrations
• Achieve monthly and quarterly forecast commitments
• Participate in key events to foster new business relationships
• Maintain accurate opportunity tracking in Salesforce
• Manage relationships with partners and prospects daily
• Collaborate closely with the Marketing team to drive new business opportunities

Requirements

• Bachelor's degree or equivalent experience
• Proven sales experience in selling complex software solutions as a Mid Market Seller
• 5+ years of experience in working with cybersecurity channel partners
• 8+ years of business-to-business (B2B) sales experience
• 8+ years of related experience in the US cybersecurity market
• Experience selling IAM solutions is essential
• Excellent presentation and communication skills
• Demonstrated success in new business development and exceeding sales targets
• Strong time management and organizational skills
• Ability to close deals while maintaining high customer satisfaction
• Strong relationship-building skills with existing contacts in the market
• Comfortable engaging with C-level executives and multiple decision-makers
• Ability to plan, prioritize, and problem-solve effectively
• Experience with target account selling and consultative sales techniques; knowledge of MEDDIC methodologies is a plus
• Willingness to perform other duties and projects as assigned

Who We Are:

BIO-key International, Inc. (NASDAQ: BKYI) is an innovative provider of Biometric Identity and Identity and Access Management (IAM) solutions. BIO-key has experienced phenomenal growth, attributing its success to an understanding of customers' pain, having the ability to demonstrate a positive return on investment, and differentiating itself from the competition by delivering flexible security solutions that have rapid time to value.