Kevin T Lam
Enterprise AE. $140M+ ARR.
Enterprise AE closing $2M+ deals in cybersecurity. 10 years. Healthcare, government, defense. FIDO Alliance member.
$140M+
ARR closed
10 yrs
Enterprise sales
200+
Accounts managed
125%
FY24 attainment
About Me
I'm a FIDO Alliance member and enterprise AE speaking at Cisco Live 2026. My deals span healthcare, government, education, and manufacturing — industries where security buying decisions run through legal, compliance, and the C-suite simultaneously.
I've personally navigated FedRAMP, CMMC, and HITRUST procurement cycles from the AE seat — not just as a buzzword checklist, but as the person mapping technical requirements to contract language across 6–18 month deals.
The $140M+ ARR is the scoreboard. The work behind it is multi-threaded executive alignment, champion development, and competitive displacement in accounts where the status quo is the biggest objection.
Channel Partners & Accounts I’ve Enabled
OEM, VAR, distributor, and enterprise relationships
Logos shown for identification purposes only.
Performance Highlights
125%
Quota Attainment
FY24
95%
Customer Retention
Regulated industries
$3M → $7M
Portfolio Growth
2-year run
$2.4M
Largest Expansion Deal
Single account
200+
Enterprise Accounts
Career total
3×
Top Performer
Consecutive years
Where I've Worked
Enterprise Account Manager | Customer Success Manager @ Feitian Technologies US, Inc.
Oct 2024 — Present
FIDO2/WebAuthn hardware security key and PIV smart card manufacturer. Specializes in FIPS 140-2/3 certified authentication hardware for federal agencies, defense contractors, and regulated enterprises operating under Zero Trust and NIST 800-63 frameworks.
- Served as technical advisor for federal and enterprise IAM deployments, guiding agencies and regulated organizations through AD, SSO, PKI, and PIV-Direct integrations aligned with Zero Trust, NIST 800-63, and FIPS-compliant authentication.
- Led modernization efforts for hardware-token identity systems across OEM, VAR, Distributor, MSP, and Federal Reseller partners—resolving integration gaps and improving adoption outcomes.
- Drove 15% quarterly increase in retention through partner and customer enablement.
- Owned technical engagement across high-value accounts, resolving 200+ monthly issues with 40% improvement in CSAT and 60% reduction in resolution time—fueling renewal stability and expansion across federal, SLED, and enterprise.
- Influenced enterprise and public-sector purchasing via multi-channel e-commerce and product enablement (Amazon, eBay, Shopify, Walmart), ensuring accurate technical documentation, compliance alignment, and solution clarity.
Sales methodology
Deals I've Closed
Featured Deal
$1M - $2.5M
Healthcare Enterprise Expansion: $1.2M to $2.4M ARR via FIDO2 Migration
Successfully expanded account from $1.2M to $2.4M ARR (100% growth) over 12 months. Reduced churn from 40% to 5%. Achieved 95% CSAT score. Account became reference customer and participated in 3 case studies. Expansion included FIDO2 migration for 50,000+ users and additional compliance modules.
$1M - $2.5M
government
Government Sector New Logo: $1.5M ARR Win
Closed $1.5M ARR new logo deal with 3-year contract. Successfully navigated FedRAMP compliance requirements. Account became reference customer for government sector. Deal included expansion opportunities for additional agencies.
$2M - $2.5M
healthcare
Healthcare Identity Modernization: $500K to $2.5M ARR, 400% Growth
Successfully expanded the account from $500K to $2.5M ARR, representing 400% growth over 9 months. Key results included 95% user adoption within 6 months of deployment (up from 45% in original deployment), a 60% reduction in authentication-related support tickets, and zero HIPAA audit findings related to identity and access management. The customer became a reference account and has since expanded further, with projected ARR reaching $3.5M by end of next fiscal year. They also agreed to participate in our annual user conference as a keynote speaker.
$800K – $1.2M
Education
University System IAM Rollout
Landed and expanded IAM platform across 12-campus university system, displacing legacy on-prem solution.
Where I'll Be
Upcoming conferences and industry events. Come find me — I'm always open to a conversation.
Projects
$ run project-alpha
Project AlphaB2B SaaS platform for [industry]. Currently in active development.
$ run project-beta
Project BetaE-commerce platform for [niche]. Launched and generating revenue.
Beyond Work
Discipline and curiosity outside the office — the same traits that show up in long-cycle enterprise deals.
3D Printing
Designing and printing functional parts, enclosures, and prototypes. Currently running a Bambu Lab X1C with a focus on engineering-grade prints for hardware security product mockups.
Video Editing
Creating product demos, conference talk recordings, and technical explainer videos for cybersecurity products and sales enablement.
Cryptocurrency
Active in DeFi and Web3 infrastructure since 2017. Interested in the intersection of decentralized identity (DID) and enterprise authentication — where crypto meets IAM.
Kevin Lam is an enterprise account executive and account manager specializing in cybersecurity sales in the San Francisco Bay Area. With 10+ years of experience selling IAM, Zero Trust, and endpoint security solutions to healthcare, government, education, and defense organizations, Kevin is currently open to new AE and AM opportunities at B2B SaaS cybersecurity companies. FIDO Alliance member. Cisco Live 2026 speaker. Available for enterprise sales roles in the Bay Area or remote.
Get In Touch
Looking for a strategic enterprise sales or cybersecurity sales leadership role where I can leverage my IAM, endpoint security, and compliance expertise across regulated industries including defense, healthcare, education, and SLED.
I review every message personally and reply within 1–2 business days.