Andy Farmer, Cpp Email & Phone Number

Atlanta, GA, US

• Growth, Partnerships, and Strategy, 10/2023 to Present
• Acting as a Change Agent within IDEMIA’s National Security Solutions Division (NSS), supporting the DoD and Intelligence Community sectors.
• Leading transformative initiatives centered on accelerated growth, strategic partnerships, and market development.
• Driving and validating go-to-market strategies for swift expansion and increased market share, with a focus on maintaining high EBITDA.
• Establishing and reinforcing core competency disciplines within the division.
• Spearheading the implementation of Voice of the Client practices both externally and internally to boost the sales pipeline and improve the Probability of Win (PWin) ratio.

• Vice President, Biometric Devices – Americas, 4/2022 to 10/2023
• Served as a change agent across the Americas region (covering North America, Canada, Mexico, Central America, and South America) with full accountability for profit and loss management.
• Developed and implemented high-growth strategies, achieving an average annual growth of 29.20%, expanding both market share and EBITDA.
• Established Voice of the Client practices to boost Service and Support agreements while penetrating new verticals.
• Introduced supply chain management practices to optimize delivery times, ensure accurate forecasting, and consistently exceeding deliverable targets.

• Vice President, Biometric Devices - North America, 12/2020 to 4/2022
• Appointed as the Change Agent responsible for driving North American sales to exceed the global VCP plan, achieving a +16.35% year-over-year growth.
• Oversaw Sales, Order Fulfillment, Accounting, Operations, Engineering, and Support with full profit and loss accountability.
• Designed streamlined processes to improve efficiency and enhance profitability.
• Developed cross-business unit practices to optimize the existing client portfolio, leveraging untapped opportunities to accelerate growth.
• Executed targeted strategies to identify and secure global greenfield business, creating stable and recurring revenue streams.

Global

• Director, Global Accounts, 10/2019 to 12/2020
• Founding team member of IDEMIA's Global Accounts program within the Biometric Devices & Automotive Business Unit.
• Successfully grew market share by building strategic relationships with key global accounts, resulting in major partnerships with Honeywell, Johnson Controls, and Genetec.
• Negotiated a global OEM agreement with Honeywell Building Technologies for contactless biometric solutions.
• Facilitated the transition for Global Accounts ensuring ongoing support and engagement with essential contacts across each partnership for increased collaboration.

Atlanta GA

• Senior Sales Director, 12/2018 to 10/2019
• Expanded, developed, and led the VAR channel and sales team across 40% of the U.S., while driving direct contributions.
• Crafted go-to-market strategies that enabled a start-up to exceed aggressive growth targets.
• Partnered with key technology allies to co-create marketing strategies, amplifying impact for the entire U.S.-based sales team.
• Built a strong sales pipeline, surpassing $5.2 million USD within the first 90 days

Atlanta, GA

• Business Development - Critical Infrastructure North America, 4/2017 to 12/2018
• Recruited as a core member of a specialized team focused on securing significant mission-critical projects (>$1M USD).
• Led Business Development and brand positioning efforts within North American Critical Infrastructure sectors, including Aviation, Maritime, Oil & Gas, Transportation, and Power Generation.
• Implemented both direct and relationship-based sales models for mission-critical iSOC solutions, covering Cybersecurity, SOC, IP, and SaaS solutions.
• Built and supported a Security Integrator channel to maintain legacy end-user accounts while generating new annual sales on complex, high-stakes projects

Austin, TX

• Director, International Sales and Strategic Partners, 12/2014 to 4/2017
• Led the expansion of established channels into international markets, driving double-digit growth (+19.23% YoY).
• Oversaw Strategic Partnerships and OEM collaborations, contributing to 13.05% of overall company sales.
• Played a key role in the daily management of OEM partnerships, including pricing strategy and marketing efforts.
• Consistently exceeded both division and individual quotas by more than 21.46% annually.

Duluth, GA

• Global Business Development Manager, 6/2014 to 12/2014
• Drove development, expansion, and business growth by building strong direct relationships with established manufacturers and business partners.
• Worked closely with clients to design tailored business solutions rooted in the FOCUS® philosophy.
• Provided strategic consulting, contributed to business plan creation, and supported the deployment of compliance and security solutions to meet clients’ long-term objectives, with a focus on markets outside the U.S.

• Senior Director, Business Development – Global, 04/2013 to 06/2014
• Directed the Global Business Development Team with full P&L responsibility and a new business quota of $42.5M USD.
• Grew the strategic team from a solo operation to nine (9) direct global reports, fostering a unified and collaborative environment across the entire sales organization.
• Led contract negotiations, set pricing agreements, and defined objectives for all global strategic partnerships.
• Designed customized marketing programs for each of the nine (9) Strategic Accounts worldwide, significantly elevating global market presence and increasing run-rate business in international markets by.
• Recruited to develop, identify, and grow Global Strategic Accounts, exceeding growth targets by +19.13%.

North America

• Director, Distribution - North America, 01/2012 to 12/2012
• Expanded the distribution footprint for IP access control, IP video, and converged solutions across North America.
• Engaged with key decision-makers within distribution partners, driving 17.32% of total organizational sales.
• Managed new channel sales, achieving $4.7M USD in revenue.

National Accounts

• Director, Major Accounts - North America, 01/2010 to 01/2012
• Responsible for identifying and expanding National Accounts in North America, achieving a growth rate of +20.67%.
• Delivered outstanding results with year-over-year growth exceeding 136%, resulting in total sales of $4.1M USD.

Southeast / South Central

• Regional Sales Manager, 11/2008 to 01/2010
• Oversaw the Southeast division, which included AL, FL, GA, NC, SC, and TN.
• Successfully doubled territory sales within 14 months, reaching $2.6M USD.
• Managed combined territories encompassing AL, FL, GA, NC, SC, TN, MS, TX, OK, LA, and AR, driving sales to record levels and contributing 28.17% to total sales revenue, amounting to $5.6M USD.

North America

• Global Business Development, 12/2006 to 11/2008
• Managed the Business Development Team with a new business quota of $8.5M USD, representing 21.55% of total company sales.
• Developed and executed deployment strategies to consistently exceed End-User expectations in large, complex sales.Senior Business Development Manager, 04/2004 to 12/2006
• Led a team of four (4) personnel, responsible for producing 35.39% of the total organizational annual sales.Director of Sales, 04/1998 to 04/2004
• Managed a team of ten (10) and successfully met the company's annual sales quota of $15.3M USD.

Bs, Marketing - Concentration In Japanese

Post Graduate Studies, Mechanical Engineering