Identiv Santa Ana, California, United States Full-time 2022-07-25

Title: Key Account Manager, North America

Work Location: Eastern or Western U.S. (major urban area with good air transportation)

No recruiting agencies will be considered at this time

Required to Apply

  • Minimum of 5 years in strategic sales, major account sales, business development/technical marketing
  • 6+ years selling in the physical access security industry

Company Description

Identiv is a public company (INVE) and community of professionals dedicated to our mission to software-enable the entire physical world, making it as convenient, responsive, connected, and secure as the digital world.

We’re executing our mission through two rapidly-growing business initiatives. Our Identity business deploys RFID devices into billions of things, connecting them digitally and allowing them to be identified, secured, and interacted with through software. Our Premises business does the same for places, deploying devices and software to identify, connect and make places more convenient and secure, all connected and enabled through software. RFID is the underlying technology making it all possible, together with a set of software, mobility apps, and devices.

Our Premises business is focused on digitally enabling and securing every physical place and specifically provides our customers with the industry’s best and most complete line of Access Control, Video Surveillance & Intelligence, Access Readers, Access & Identity cards, fobs, mobile, and other credentials. Our platforms span on-site (aka server-based), cloud, mobile and hybrid architectures. Our customers span everything from the US government (the IRS, FBI, places like the White House, federal courthouses, and more) to airports, utilities, schools, hospitals down to the small businesses, branch offices, and even apartment buildings.

Our Identity business focuses on High-frequency/NFC-based advanced applications across medical devices, smart packaging, consumer engagement, logistics, and other data-intensive, experience-driven markets. Our customers include some of the largest medical and pharmaceutical companies, mobile device leaders, consumer brand leaders, and industrial systems leaders worldwide. Our products were incorporated into about 200 million products last year.

At Identiv, everyone matters, and everything we do matters. We believe having the best people in the most exciting, aligned, relevant, and empowered roles with clear missions, goals, and metrics, is the key to our success.

Our Values

Our key values are accountability for our commitments; respect for and support of all of our people at all times in all ways; customer orientation at all times, not just as words but as a true passion and feeling of obligation; always looking for better, more effective and efficient ways to do anything, because that serves our customers and helps us meet and exceed our commitments and drive the mission.

Job Summary

The Key Account Manager will be responsible for sales, business development, establishment and management of customer relationships, and growing Identiv’s revenue with a primary focus on a Video Analytics and Video Management System (VMS) platform and a Software-Defined Physical Access Control (PACS) platform. He/She will be comfortable in the hunter-selling role and will have the ability to identify, qualify, develop, and close new business directly with end-users as well as physical security consultants, specifiers, and Architect/Engineering firms. He/She will work with Identiv’s Executive Management, Business Development, Product Management, Product Engineering, and Regional Sales Teams to develop go to market strategies, competitive tactics, and effective new account penetration strategies. Likewise, the KAM is responsible for developing and maintaining solid working relationships with key channel partners, systems integrators, and dealers to bid, fulfill and install Identiv PACS and video systems.


  • Deliver new End-User accounts to Identiv by focusing on Fortune 1,000 companies, Multi-national companies and key vertical markets TBD.
  • Demand Creation – the KAM will be responsible for building end-user demand for Identiv solutions including Velocity and Velocity Vision products through direct end-user, consultant, A/E activities within the KAM’s region.
  • Develop tactical implementation plan, coordinate with RSM’s across all areas, and drive dealer branch activities for effective, consistent execution across all elements of a strategic plan.
  • Assess and negotiate resources required and assist in deployment and training at all levels of channel partners for best compliance with strategic plan elements.
  • Develop sales and technical tools that enhance Identiv’s capabilities to discover and drive growth in specific, focused PACS/Video markets and applications.
  • Serve as Identiv focal point and entry to Fortune 1,000 and vertical market customers.
  • Assist channel partners in discovery, registration, and closure of opportunities to realize design wins.
  • Provide qualitative and quantitative market data, update, and analysis to support sales initiatives.
  • Track and monitor key implementation milestones and results to performance goals, assess progress, create plans to accelerate or correct performance.
  • Provide regular, consistent reporting to all audiences, internal and external.
  • Develop and quantify long-term growth opportunities in existing and adjacent market segments, which may require new products and capabilities from Identiv.
  • Collaborate with corporate marketing to create internal industry briefing presentations for sales, services and corporate marketing.
  • Collaborate with corporate marketing to create external messaging content and collateral (whitepapers, presentation, datasheets, etc.) which clearly outlines Identiv’s unique value proposition for specific customers and industry segments.
  • Work proactively with corporate marketing to identify industry events Identiv should have a presence at, and be prepared to be the expert and keynote speaker at these events.
  • Identify any significant gaps in Identiv product/service offerings and work closely with Product Management to recommend and help develop relevant product and service offerings for the targeted customer within a variety of vertical segments.
  • Conduct interactive training and education of the issues and opportunities for the broader community as appropriate (executive management, sales, services, corporate marketing, etc.)


  • Minimum of 5 years in strategic sales, major account sales, business development/technical marketing
  • 6+ years selling in the physical access security industry
  • 10 years’ management experience within a technology distribution market space
  • Comprehensive knowledge of video analytics, VMS and PACS technology and its application across all vertical market segments and experience in developing a market leadership strategy and positioning in order to gain majority market share.
  • Experience in the development and tactical deployment of a formalized strategic plan.
  • Demonstrated ability to analyze and model complex and multi-varied scenarios, for the purpose of developing strategic business development opportunities in unique vertical market segments.
  • Strong financial acumen.
  • Industry-leading technologist, with a wide breadth of technical skills, industry segmentation experience.
  • Excellent oral and written communication and presentation skills.
  • Excellent interpersonal skills and ability to work effectively with executive leadership teams.
  • Ability to facilitate cross-functional teams through complex brainstorming and decision-making processes.
  • Ability to work independently.
  • Ability to network effectively with external industry Video/PACS technology adoption organizations.


We are a community of committed professionals who focus on our customers’ needs and bring the optimal security solutions technology to meet – and then exceed – their needs. We are committed to each other and to our company. By supporting each other and our business, we thrive, grow and succeed as individuals, as colleagues, and as a company.

Competitive Base Pay, Medical, Dental, Vision, Vanguard 401(k), PTO, Holiday, Sick Pay

Supplemental Life Insurance, AD&D Insurance, FSA Medical, and Dependent care plans

Variable (sometimes-available) Restricted Stock Options (sometimes available)

We believe in the importance of hiring the finest qualified people, and to that end, and being mindful of our responsibilities to our employees and customers, all offers of employment are contingent upon the results of a confidential pre-employment background check. Identiv is committed to equal employment opportunities.

Identiv, Inc. abides by the requirements of 41CFR 60-300.5(a) and 60-741.5