Strategic Account Manager – Enterprise Security

<h3>Accountabilities</h3><li>
<strong>Strategic Account Ownership:</strong>Manage a designated portfolio of major enterprise accounts, developing multi-year account plans that identify stakeholders, buying centers, business units, locations, and opportunities for expansion.</li><li>
<strong>Executive Relationship Development:</strong>Build and maintain strong relationships with Chief Security Officers, VPs of Global Security, Global Security Operations Center (GSOC) leaders, and key stakeholders across operations, facilities, and risk management.</li><li>
<strong>Enterprise Customer Acquisition:</strong>Secure new strategic customers by structuring well-defined paid trials or initial site deployments with clear success criteria and a scalable path toward broader enterprise adoption.</li><li>
<strong>Account Expansion and Revenue Growth:</strong>Convert successful initial deployments into multi-site, multi-department, and enterprise-wide programs, expanding adoption across business units and geographic locations.</li><li>
<strong>Business Case Development:</strong>Build compelling financial and operational business cases that compare autonomous security coverage with the cost of staffed security operations, supporting the development of long-term, multi-year programs.</li><li>
<strong>Complex Deal Management:</strong>Lead customers through procurement, information security assessments, vendor risk reviews, master service agreement negotiations, and service-level agreement discussions, coordinating executive approvals and legal requirements.</li><li>
<strong>Cross-Functional Leadership:</strong>Direct a dedicated account team comprising business development, solutions engineering, and program management professionals to ensure successful evaluations, effective implementation planning, and scalable deployments.</li><li>
<strong>Cross-Selling and Use-Case Expansion:</strong>Identify opportunities to extend autonomous technology beyond security into inspection and other operational applications, increasing enterprise adoption and customer value.</li><li>
<strong>Customer Advocacy and References:</strong>Develop strong customer partnerships that lead to public references, case studies, and collaborative marketing initiatives.</li><li>
<strong>Sales Pipeline and Forecast Management:</strong>Maintain accurate pipeline data, sales forecasts, and account progress within Salesforce (SFDC), Clari, and other relevant sales management systems.</li><li>
<strong>First-Year Performance:</strong>Establish account plans for every assigned strategic customer, secure at least two active paid trials with one or more converted into a multi-site program, and develop at least one referenceable customer.</li><h2>Requirements</h2><li>
<strong>Enterprise Sales Experience:</strong>Eight to twelve or more years of enterprise sales experience, with a demonstrated history of closing seven-figure, multi-year, multi-site agreements with Fortune 500 organizations.</li><li>
<strong>Proven Strategic Account Growth:</strong>A strong track record of winning major enterprise customers and expanding initial contracts across multiple teams, departments, business units, and locations into comprehensive, long-term programs. Candidates should be prepared to discuss specific examples of successful enterprise expansion.</li><li>
<strong>Industry Expertise:</strong>Experience selling physical security, safety solutions, or operational technology. Familiarity with platforms and solutions from providers such as Axon, Verkada, Genetec, Milestone, Motorola Solutions, or LenelS2 is a strong advantage.</li><li>
<strong>Executive-Level Relationships:</strong>Established relationships with corporate security decision-makers and senior enterprise stakeholders. Active participation in industry associations and events, including ASIS or GSX, is preferred.</li><li>
<strong>Complex Sales Cycle Management:</strong>Experience navigating lengthy enterprise sales processes involving procurement, legal review, information security assessments, vendor risk management, and executive approvals across multiple business units.</li><li>
<strong>Sales Qualification Methodologies:</strong>Proficiency in MEDDPICC or comparable enterprise sales qualification frameworks, particularly in documenting decision processes, defining measurable success criteria, and understanding customer contracting procedures.</li><li>
<strong>Cross-Functional Leadership:</strong>Ability to coordinate and influence multidisciplinary teams without direct reporting authority, aligning internal resources around customer objectives and deployment success.</li><li>
<strong>Strategic and Commercial Acumen:</strong>Strong business case development, negotiation, forecasting, and account planning skills, with the ability to communicate the financial and operational value of emerging technologies.</li><li>
<strong>Technology Adaptability:</strong>Experience with robotics, unmanned aerial vehicles (UAVs), or other emerging technologies is preferred, as is experience in a startup or high-growth technology company.</li><li>
<strong>Travel and Location:</strong>Willingness to travel at least 50% of the time and reside near a major US airport to support enterprise customers and on-site deployments.</li><li>
<strong>Communication and Relationship Management:</strong>Excellent interpersonal, presentation, and communication skills, with the ability to build credibility with executives, navigate complex stakeholder environments, and maintain long-term customer partnerships.</li><h2>Benefits</h2><li>
<strong>Competitive Base Salary:</strong>Annual base salary ranging from<strong>$144,000 to $180,000</strong>, depending on experience, qualifications, skills, and location.</li><li>
<strong>Commission Opportunities:</strong>Additional commission-based earnings tied to sales performance.</li><li>
<strong>Equity Compensation:</strong>Stock options that provide eligible employees with an opportunity to participate in the company's long-term growth.</li><li>
<strong>Healthcare Coverage:</strong>Access to group health insurance plans for eligible full-time employees.</li><li>
<strong>Retirement Savings:</strong>Access to a 401(k) savings plan.</li><li>
<strong>Paid Time Off:</strong>Paid vacation, sick leave, and holiday pay.</li><li>
<strong>Relocation Assistance:</strong>Potential relocation support for eligible candidates.</li><li>
<strong>Remote Work:</strong>Remote work arrangement within the United States, with significant travel to customer sites and enterprise accounts.</li><li>
<strong>Career Impact:</strong>Opportunities to shape enterprise adoption of autonomous technology and build strategic relationships with major organizations.</li><li>
<strong>Collaborative Culture:</strong>Work alongside multidisciplinary teams in an environment that values innovation, diverse perspectives, and inclusive collaboration.</li>