Profile Summary:
HID PACS has scaled mobile access globally and is accelerating the shift from plastic credentials to mobile identities. The Regional Sales Manager (RSM) – HID Mobile Solutions owns revenue growth for mobile subscriptions and app-based solutions in the region. This role is responsible for new logo acquisition, expansion, retention, and channel performance, with a disciplined focus on SaaS KPIs (ARR, NRR, churn, activation, adoption, pipeline coverage, forecast accuracy). The RSM partners closely with Channel/Alliances, Mobile Strategy teams, Marcoms, Product and Customer Success to deliver repeatable, data-driven growth.
Who are we?
HID powers the trusted identities of the world’s people, places, and things, allowing people to transact safely, work productively and travel freely.
We are a high-tech software company headquarters in Austin, TX, with over 4,000 worldwide employees. Check us out: www.hidglobal.com and https://youtu.be/23km5H4K9Eo
LinkedIn: www.linkedin.com/company/hidglobal/mycompany/
About HID Global, Bangalore
At HID Global, we are a bunch of passionate Engineers working on a product that helps integrating multiple physical access controls and logical access systems for Identities. Our product provides a common way of provisioning cards and access to identities across the organisation. We work on exciting integration and design problems using latest Microsoft Technologies in an inclusive environment. It is a great place to make a career, learn and have fun.We develop best-in-class access control and authentication solutions that help governments and organizations stay ahead of an ever-changing threat landscape. Most of our products are supported on both on premise and cloud environments. Our products protect more than 85 million user identities and issued more than 50 million credentials to date.
It is a great place to become security domain expert and work on latest technologies.
Physical Access Control Solutions (PACS):
HID Physical Access Control Solutions (PACS) is at the forefront of securing spaces with advanced, reliable access control solutions. From cutting-edge readers, credentials and controllers to mobile and biometric technologies, HID PACS empowers organizations worldwide to protect their people, property and assets with scalable, high-quality solutions. This is more than just a job – it’s your chance to join an industry leader to drive innovation in access control and make a real impact on global security solutions. Are you ready to make a difference? Join us and help shape the future of security.
Overview
You will build and execute a regional go-to-market plan for HID Mobile Solutions, manage a territory and channel ecosystem (integrators, MSPs, distributors, OEMs), and consistently deliver ARR and NRR targets. You will drive the migration from plastic to mobile, champion activation and engagement, and use value-selling to win multi-site, multi-year subscriptions. You’ll bring strong SaaS fluency, a command of sales process, and the ability to translate identity/security outcomes into business value.
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Duties and Responsibilities include the following. Other duties may be assigned.
1) Revenue, ARR & Forecast Ownership
- Deliver regional ARR bookings, subscription renewals, and expansion targets; own quarterly forecast with ±5–10% accuracy.
- Build, manage, and progress a 3–4× pipeline coverage across segments (Enterprise, Mid-Market, Strategic).
Apply structured methodology (e.g., MEDDICC, value selling) to improve win rate and sales cycle time.
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2) Land–Adopt–Expand–Renew (SaaS Motion)
- Land: Acquire new logos with compelling ROI/TCO and security outcomes.
- Adopt: Drive credential activation, wallet enrollment, and day-30/day-90 adoption milestones with CS/PS.
Expand/Renew: Grow seats/sites, cross-sell mobile features, and secure multi-year renewals to maximize NRR.
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3) Plastic-to-Mobile Migration
- Build regional programs and partner plays that convert physical credentials to mobile; improve attach rate (mobile per plastic) and mobile share of revenue.
Run targeted campaigns by vertical (Technology, Higher-Ed, CRE, Healthcare, BFSI, Retail, etc.) with industry-specific value cases.
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4) Channel & Strategic Alliances Co-Selling
- Recruit, enable, and manage key system integrators/MSPs; establish joint success plans and quarterly business reviews.
Co-sell with Strategic Alliances and Wallet Commercial teams (Apple/Google/Samsung ecosystem partners) to accelerate deals and ensure compatibility (API/SDK-led integrations).
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5) Territory Planning & GTM Execution
- Own regional territory design, account prioritization, and vertical plays; execute campaigns with Marcoms and BDRs.
Lead RFP strategy, partner bids, pricing/packaging proposals, and executive deal reviews.
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6) Customer Outcomes & Retention
- Partner with Customer Success to meet Gross Churn (GCR) and Net Churn (NCR) thresholds; intervene on risk signals.
Champion user experience and operational readiness (activation, training, comms), escalating product gaps to PM/R&D.
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7) Data-Driven Operating Rhythm
- Maintain clean CRM (Salesforce) hygiene; instrument dashboards for ARR, NRR, pipeline, win rate, cycle, ASP, activation.
Run weekly pipeline reviews and monthly QBRs; codify repeatable plays and competitive patterns.
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8) Cross-Functional Collaboration
- Product/PM & R&D: Relay market feedback, help shape roadmaps, validate NPIs with lighthouse customers.
- Business Strategy: Align on pricing/packaging, segment plays, and market entry/expansion tactics.
Marcoms/BDR: Build demand programs, events, and content aligned to regional priorities.
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Success Metrics (SaaS KPIs)
- ARR Bookings & Quota Attainment (new + expansion)
- NRR (target %) and GCR/NCR within thresholds
- Activation Rate (credentials/wallet enrollments) & 30/90-day adoption
- Pipeline Coverage (3–4×), Win Rate, Sales Cycle, ASP
- Forecast Accuracy and Renewal Rate
- Channel Productivity (partner-sourced ARR, enablement completion, deal velocity)
Education and/or Experience:
- 12–15+ years in SaaS/Subscriptions sales or solutions sales; consistent quota attainment in enterprise or mid-market.
- Fluency in SaaS economics & KPIs: ARR/NRR, churn/retention, expansions, cohort activation, CAC/LTV basics.
- Proven success selling security/identity/mobile/IoT solutions (PACS, IAM, MDM/UEM, SSO, Wallets, APIs/SDKs) a plus.
- Strong channel experience with system integrators/MSPs/distributors; adept at co-sell and co-marketing motions.
- Process discipline (MEDDICC or similar), executive storytelling, and value/TCO selling.
- Comfortable with technical concepts (REST APIs, SDKs, SAML/OIDC basics, mobile wallets, device provisioning).
- Tools: Salesforce (required), CPQ, Gong/Chorus, Outreach/Salesloft, Tableau/Power BI preferred.
Bachelor’s degree required; MBA or equivalent business training is a plus.
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Competencies:
- Owner’s mindset: accountable for the number, proactive on risks, creative on paths to green.
- Data-driven: decisions anchored in dashboards and customer telemetry.
- Customer-obsessed: measures success by activation, adoption, and renewals.
- Collaborative: thrives in a matrix with Product, CS, Alliances, and Channels.
- Integrity & compliance aligns to HID values and industry/regulatory requirements.
What Success Looks Like
- 90 Days: Territory plan, partner map, and top 20 account plans in place; 3–4× pipeline; first wins landed; activation motion humming with CS.
12 Months: Exceed ARR/Nrr targets; double-digit % uplift in mobile attach and activation; referenceable wins across 2–3 priority verticals; repeatable plays documented and scaled via channel.
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Why apply?
- Empowerment: You’ll work as part of a global team in a flexible work environment, learning and enhancing your expertise. We welcome an opportunity to meet you and learn about your unique talents, skills, and experiences. You don’t need to check all the boxes. If you have most of the skills and experience, we want you to apply.
- Innovation: You embrace challenges and want to drive change. We are open to ideas, including flexible work arrangements, job sharing or part-time job seekers.
- Integrity: You are results-orientated, reliable, and straightforward and value being treated accordingly. We want all our employees to be themselves, to feel appreciated and accepted.
This opportunity may be open to flexible working arrangements.
HID is an Equal Opportunity/Affirmative Action Employer – Minority/Female/Disability/Veteran/Gender Identity/Sexual Orientation.
We make it easier for people to get where they want to go!
On an average day, think of how many times you tap, twist, tag, push or swipe to get access, find information, connect with others or track something. HID technology is behind billions of interactions, in more than 100 countries. We help you create a verified, trusted identity that can get you where you need to go – without having to think about it.
When you join our HID team, you’ll also be part of the ASSA ABLOY Group, the global leader in access solutions. You’ll have 63,000 colleagues in more than 70 different countries. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally. As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.
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