Account Executive National Enterprise

Securitas Technology Corporation•West Sacramento, CA

12d•$74,000 - $105,000•Remote

About The Position

Securitas Technology Corporation is a division of Securitas AB, the largest protective services provider in the world. We offer a full portfolio of video, access, intrusion, fire and integrated systems and services. As a leading systems integrator and alarm monitoring company, we deliver the STC Difference, serving countless long-term clients with solutions and services that protect their people, customers, and assets. Sales professionals, are you interested in furthering your career with an industry leader that continues to experience strong market growth? Join our team at STC. We are one of the largest security providers in the world, featuring best-in-class products and award-winning services customized to meet the specific needs of our clients. Due to the continued growth of our Electronic Security group and our dedicated focus on the Utilities and Critical Infrastructure market, we are currently seeking an Sr. Enterprise Account Executive – Utilities / Critical Infrastructure to help us expand our business across the U.S. electrical utilities sector. This is a national, home-office-based sales role with an emphasis on new logo development, executive relationship building, funded pilot creation, and multi-site expansion within regulated utility accounts. This role will sell into electric, water and gas investor-owned utilities, municipal utilities, cooperatives, generation companies, transmission and distribution operators, power plants, and substations, with a specific focus on electric regulated Tier 1-3 substations and CIP-014 High and Medium Impact sites. The Enterprise Account Executive – Utilities / Critical Infrastructure will report to the Utilities Vertical Leader / Director of Vertical Markets and operate as part of a dedicated utilities vertical team. This is a peer-level or senior-level role relative to the National Enterprise Account Executive position, reflecting the specialized vertical mandate, national territory, regulatory fluency, and account complexity required for success. Working from your home office, you will set appointments with and present our commercial electronic security products and services to utility executives, physical security leaders, NERC CIP compliance owners, engineering leaders, operations leaders, and other key stakeholders responsible for protecting critical infrastructure. This role requires a consultative, risk-based sales approach focused on helping utilities move from a traditional “Guards with Guns” posture to a “Technology Forward” security posture supported by integrated technology, remote services, and scalable multi-site programs. We offer a generous base salary plus competitive commission on product sales, as well as recurring revenue on our service packages. What’s more, our world-class staff will take care of designing your clients’ systems, leaving you free to do what you do best. If this sounds like the direction in which you’ve been wanting to take your enterprise security sales career, and if you meet our qualifications, we want to talk with you!

Requirements

Minimum 5-7 years of experience in enterprise sales, national account sales, critical infrastructure sales, utility sales, energy sector sales, industrial technology sales, or integrated security solutions.
Prior experience selling consultative service solutions, physical security technology, integrated systems, managed services, or complex technology programs into large enterprise or infrastructure customers.
Minimum 5 years of experience attaining or exceeding high sales quotas in comparable accounts and/or markets.
Demonstrated ability to develop new logos, open executive doors, create demand, and expand wallet share across complex, multi-stakeholder accounts.
Experience selling into or around regulated environments, such as electrical utilities, energy, critical infrastructure, industrial operations, transportation, government, data centers, telecommunications, or other compliance-driven markets.
Working knowledge of NERC CIP and CIP-014 preferred. Candidates without direct NERC CIP experience must demonstrate the ability to learn technical regulatory frameworks and sell effectively where compliance, risk, and audit readiness influence buying decisions.
Ability to understand and discuss utility buyer concerns related to High and Medium Impact sites, substations, power plants, remote facilities, business continuity, site safety, and dispersed asset management.
Proven ability to sell into long-cycle, committee-driven buying processes involving executives, security, compliance, engineering, operations, procurement, legal, and field stakeholders.
Experience leading funded pilots, proof-of-concept programs, phased deployments, or multi-site expansion programs.
Ability to position integrated solutions across intrusion, video, access control, perimeter detection, LIDAR, remote monitoring, managed services, and platform-based security management.
Proven ability to lead RFI and RFP responses, coordinate internal resources, and manage customer-facing proposal strategy.
Strong business acumen, negotiation skills, and outstanding verbal and written communication skills.
Proven negotiation acumen.
Demonstrated ability to develop and implement comprehensive service, account, and program growth strategies.
Ability to work effectively inside a dedicated vertical team, including partnership with the Utilities Vertical Leader, solution architects, Field Sales Engineers, local sales teams, operations, project management, monitoring, and service teams.
Ability to operate independently from a home office while managing a national territory, complex account plans, frequent travel, and multiple customer pursuits.
Availability of 50% or more travel within the national territory.
High School or GED required.

Nice To Haves

Bachelor’s degree preferred

Responsibilities

Combine a hunter’s drive to gain new accounts and attract market share with the ability to build trust inside long-cycle, committee-driven, compliance-triggered buying environments.
Own the full U.S. electrical utilities vertical as a national territory, including investor-owned utilities, municipals, electric cooperatives, generation companies, transmission and distribution operators, power plants, and substations.
Build and manage a target account plan focused on regulated Tier 1-3 substations, CIP-014 High and Medium Impact sites, power generation assets, transmission and distribution infrastructure, and other critical utility environments.
Develop access to senior utility buyers and influencers, including utility executives, physical security directors, NERC CIP compliance owners, engineering leaders, operations leaders, safety leaders, and procurement stakeholders.
Lead consultative discovery with utility clients to identify business continuity risks, compliance risk, site safety requirements, remote and dispersed site management challenges, and gaps created by disparate security systems that do not integrate.
Position Securitas Technology’s end-to-end integrated portfolio, including intrusion, video, access control, perimeter detection, radar, LIDAR, cloud-enabled remote monitoring services, managed services, and the SecureStat HQ security management platform.
Translate utility risk, compliance requirements, operating conditions, and budget drivers into practical security technology programs that can begin with funded pilots and expand into multi-site deployments.
Develop business cases that connect security technology investments to risk reduction, compliance support, operational continuity, remote site visibility, service response, and long-term program scalability.
Manage all aspects of assigned accounts, named targets, new opportunities, pilot programs, and expansion opportunities by maintaining sales activity and relevant customer information using the CRM application.
Review account activities and performance with existing utility customers to identify growth opportunities, service issues, budget timing, contract cycles, rate case considerations, technology refresh cycles, and regulatory events that may create security investment needs.
Identify operational issues that might have arisen or may arise in utility accounts and resolve them with the appropriate internal teams.
Develop and implement new and existing sales strategies to grow and expand opportunities within current customer accounts, including utilities with existing guarding relationships, technology relationships, or local branch relationships.
Develop a sales approach with the Utilities Vertical Leader / Director of Vertical Markets designed to identify needs beyond the prospect’s known requirements and target areas of higher risk, regulatory exposure, and operational challenge.
Provide effective and differentiated sales presentations to prospective utility customers, including executive-level presentations, pilot proposals, program expansion plans, and RFI/RFP presentations.
Work with solution architects, Core Commercial Sales teams, and Field Sales Engineers to complete site surveys for power plants, substations, control environments, corporate sites, and other utility facilities.
Partner with Field Sales Engineers and solution architects on system design, scope development, site safety requirements, access protocols, technical validation, and customer-facing solution recommendations.
Work with local reps to gain key information and develop rapport with local utility contacts, field operations leaders, plant contacts, substation contacts, and regional stakeholders.
Responsible for all areas of the customer relationship as the single point of contact for utility account needs in partnership with the dedicated vertical team.
Work with the appropriate internal team members to resolve customer problems, including invoices, service, access, monitoring, project delivery, system performance, and account coordination.
Evaluate, lead, and complete RFI and RFP requests for utility and critical infrastructure opportunities, utilizing cross-functional resources within the organization as needed.
Support Securitas Technology’s utilities vertical growth strategy by helping identify priority accounts, funded pilot candidates, existing client expansion opportunities, and repeatable sales plays within the market.
Build credibility in the utilities market through informed customer conversations around NERC CIP, CIP-014, physical security requirements, infrastructure risk, remote site realities, and the move toward integrated technology programs.
Travel nationally to customer sites, substations, power plants, industry events, planning meetings, site surveys, executive presentations, and internal strategy sessions. Travel is expected to be 50% or more based on customer and business needs.
Perform other duties as assigned.