Strategic Key Account Manager – Identity & Authentication

Oct 30, 2026

FEITIAN Technologies US Strategic Key Account Manager – Identity & Authentication

Compensation: $100k – $130k

About the Role

We are seeking a results-driven Strategic Key Account Manager – Identity & Authentication to drive enterprise customer acquisition, develop strategic relationships, and expand FEITIAN's presence in the North American identity security market.
This role combines new business development with strategic account management. The ideal candidate has a proven track record of winning enterprise customers, navigating complex sales cycles, and developing long-term relationships that generate sustainable revenue growth.
You will work closely with business leadership, technical teams, and global resources to position FEITIAN as a trusted partner for enterprise identity and authentication solutions.
Performance-based compensation with OTE potential tied to new customer acquisition, revenue growth, and strategic account development.

Key Responsibilities Enterprise Customer Acquisition & Business Development

Identify, develop, and win new enterprise customers across strategic industries, including financial services, technology, healthcare, government, and large corporations.
Build and execute account acquisition strategies targeting enterprise IT, cybersecurity, identity, and access management decision-makers.
Develop relationships with key stakeholders, including CISOs, IAM leaders, IT security teams, procurement, and executive sponsors.
Lead complex enterprise sales opportunities from initial engagement through evaluation, negotiation, and contract closure.
Build and maintain a qualified sales pipeline aligned with revenue and growth objectives.

Strategic Account Management & Growth

Own and develop relationships with assigned enterprise customers, ensuring high levels of satisfaction, retention, and long-term engagement.
Create strategic account plans to identify expansion opportunities, new deployments, and additional business potential.
Proactively engage customers to understand evolving identity security requirements and business priorities.
Coordinate internal technical, product, and operational resources to support successful customer evaluations and deployments.
Conduct regular account reviews and identify opportunities to increase customer lifetime value.

Identity Security Solution Selling

Position FEITIAN's portfolio of FIDO security keys/card, smartcard readers, biometric authenticators, and enterprise authentication solutions.
Understand customer challenges related to phishing-resistant MFA, passwordless authentication, workforce identity, and secure enterprise access.
Support enterprise adoption of FIDO2, WebAuthn, passkeys, and modern identity security technologies.
Collaborate with solution engineers and product teams to develop technical and commercial proposals.
Manage RFIs, RFPs, proof-of-concept evaluations, and enterprise procurement processes.
Communicate FEITIAN's competitive differentiation and value proposition to enterprise stakeholders.

Sales Execution & Cross-Functional Collaboration

Maintain accurate CRM records, sales forecasts, and opportunity management activities.
Develop territory and account strategies aligned with company growth priorities.
Collaborate with channel partners, distributors, and technology ecosystem partners when appropriate.
Share market intelligence, competitive insights, and customer feedback with internal teams.
Consistently achieve agreed sales targets and strategic account development objectives.

Required Qualifications

Bachelor's degree in Business, Marketing, Information Technology, or a related field, or equivalent professional experience.
5–7 years of B2B enterprise sales or strategic account management experience, preferably in cybersecurity, digital identity, or enterprise technology.
Demonstrated success acquiring new enterprise customers and growing strategic accounts.
Proven ability to manage complex, multi-stakeholder enterprise sales cycles.
Strong consultative selling, negotiation, presentation, and relationship-management skills.
Experience developing account strategies, managing sales pipelines, and achieving revenue targets.
Ability to engage confidently with technical stakeholders and executive decision-makers.
Self-motivated, accountable, and comfortable working in a performance-driven environment.

Preferred Qualifications

Experience selling identity and access management (IAM), MFA, passwordless authentication, or cybersecurity solutions.
Familiarity with FIDO2, WebAuthn, passkeys, hardware security keys, smart card/smart card reader, and phishing-resistant authentication.
Experience engaging enterprise security teams, IAM architects, CISOs, and IT decision-makers.
Existing relationships within enterprise cybersecurity or identity security markets.
Experience working with global enterprise accounts, technology partners, or distribution channels.
Familiarity with Microsoft Entra ID, Okta, Google Workspace, Cisco DUO or other enterprise identity platforms.
Experience managing enterprise RFIs, RFPs, and large-scale technology deployment opportunities.

Skills