Director of Sales - Biometrics (state/local government) - Anywhere USA

Location: San Francisco, CA

Type: Full Time

Min. Experience: Executive

This is a Road Warrior Home Office based position.

Can be located anywhere in the US but West Coast is preferred.

Responsible for developing and executing strategic plans designed to sell biometrics products to meet corporate goals. The position will manage a complex field sales environment of regional account teams, managing channels and major account sales of facial recognition, fingerprint and loss prevention software, hardware and professional services. The position has the following responsibilities:

  • Primary accountability for the sales revenue budget
  • Development and execution of the sales strategy of the field sales organization
  • Marshalling company resources necessary to achieve a high degree of customer satisfaction

Essential Duties and Responsibilities:

  • 50% Sales Leadership & Staff Management: Responsible for establishing sales strategy and positioning of products within the North American Market to meet established budget goals. Functions include: Establishing sales territories, establishing quarterly quotas & MBOs, approving pricing beyond standard discounts, ensuring staff are trained on products & services, and oversight of proposal response to RFI/RFQs.
  • The individual will ensure that the field resources develop new and maintain Major Accounts and Channel Partners on a continuous basis, ensuring that meetings are reported and CRM systems are updated to reflect account and opportunity pipeline status. Also the individual will rank and continuously seek to improve the performance of underachievers. The candidate will also rationalize, summarize, and escalate suggestions to improve service, product, and operational delivery raised by the channel and major account teams and customers. The Sales Director will provide leadership to Product Management, Customer Service, and Operational teams to align resources to meet budgetary goals.
  • 25% Channel Management: Responsible for ensuring key distributors and focused channel partners are kept up to date on products & services. The individual will develop and maintain relationships with senior channel partner management and ensure that field channel resources are engaged in channel development activity including; Sales and technical training of partner sales and support staff, business development in terms of campaigns designed to drive more sales of products to existing accounts, and to develop new account business.
  • The candidate will initiate quarterly business reviews with channel partners to confirm stated business volumes are achieved, as well as to review and approve business development plans developed by the Channel Management team.
  • Additionally, the Sales Director will oversee deal registrations to minimize channel conflict within the territory, as well as review and escalate new reseller applications. The candidate will rationalize and present monthly Channel reports containing pipeline information as well as historical sales, and program status & future plans.
  • 25% Major Account Management: Responsible for ensuring major accounts are kept up to date on products & services. The individual will develop and maintain relationships with Sr. management of Enterprise products and services and ensure that field account resources are engaged in managing the overall account relationship. The candidate will ensure that field sales members are meeting with such accounts on a quarterly basis and developing strategic account plans as well as administering quarterly roadmap & service updates. In the event of missed service SLA, the Sales Director will engage with service and executive management to maintain service communications with client management and make compensation recommendations. The candidate will rationalize and present monthly Major Account reports containing pipeline information as well as historical sales and future opportunities.


  • Education: Bachelor's degree or equivalent training in business or sales management.
  • Experience: The ideal candidate will have more than 15-20 years experience in Biometrics Solution Sales, with a deep and broad understanding of the North American IT Market and competitive dynamics. The candidate must have deep and broad business knowledge with a proven track record of applying this expertise across multiple field sales roles (including inside sales, system engineers, major account, and channel sales roles).


  • Experience selling into local/state government agencies (law enforcement, etc.)
  • More than ten years of business experience in the IT related sales field
  • More than five years of experience managing sales team members
  • More than five years of experience in managing channel accounts
  • More than five years of experience in selling to major accounts

Travel: Must be willing to travel up to 70% of the time.

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