Account Manager, Security Sales

Legence • Chantilly, VA

12d • $150,000 - $160,000 • Onsite

About The Position

VarcoMac LLC, a Legence company, is seeking a highly motivated business development professional to drive revenue growth and expand the company’s presence across enterprise, commercial, industrial, transportation, government, and hyperscale data center markets. The role focuses on identifying new business opportunities, developing strategic customer relationships, and growing manufacturer, technology, and channel partnerships.

The position serves as the primary customer contact throughout the sales lifecycle, developing consultative electronic security solutions and coordinating with engineering, estimating, project management, procurement, and operations teams to support successful project execution. It is accountable for new customer acquisition, strategic account development, partnership expansion, and long-term revenue growth. The role also supports market expansion, enterprise-level pursuits, and VarcoMac’s position as a preferred electronic security systems integrator and technology partner. Travel to customer sites and industry events may be required.

Requirements

• At least 7 years of business development, enterprise sales, strategic account management, or electronic security industry experience.
• Demonstrated success generating new business, developing enterprise accounts, and achieving revenue growth objectives.
• Experience selling integrated electronic security systems and solutions in commercial, industrial, transportation, government, or data center environments.
• Proven experience developing manufacturer partnerships, channel relationships, or technology alliance programs.
• Experience working within cross-functional teams and customer-facing environments.
• Strong understanding of electronic security systems, technology platforms, and integrated security solutions.
• Expertise in Genetech, Lenel, or Software House systems.
• Strong business development, enterprise sales, strategic account management, new customer acquisition, national account development, consultative solution selling, revenue growth, contract negotiation, CRM and pipeline management, market expansion, customer retention, manufacturer relationship management, channel partner development, and strategic alliance management skills.
• Strong presentation, communication, and executive relationship management skills.
• Ability to develop technical proposals and communicate complex solutions to technical and non-technical stakeholders.
• Proficiency with CRM platforms, Microsoft Office Suite, and sales forecasting tools.
• Valid driver’s license and ability to travel as required.
• Candidates must have current work authorization in the U.S.; visa sponsorship is not available.

Nice To Haves

• Bachelor’s degree in Business, Marketing, Engineering, Technology, Security Management, or a related field; equivalent professional experience will be considered.
• Industry certifications from leading security manufacturers, technology providers, or recognized security organizations.

Responsibilities

• Identify, qualify, and develop new business opportunities through prospecting, networking, referrals, strategic outreach, and industry engagement.
• Generate new enterprise accounts across commercial, industrial, transportation, government, and hyperscale data center markets.
• Build and maintain executive-level relationships with end users, consultants, architects, engineers, general contractors, developers, and owner representatives.
• Serve as the primary customer contact from initial opportunity through project execution and long-term account management.
• Develop customer relationships that support repeat business, multi-site deployments, and long-term account growth.
• Develop consultative integrated security solutions, including access control, video surveillance, intrusion detection, perimeter protection, visitor management, intercom, and supporting security infrastructure.
• Collaborate with engineering and estimating teams to prepare technical proposals, project budgets, scopes of work, and customer presentations.
• Identify opportunities for service agreements, technology upgrades, lifecycle replacements, and enterprise-wide security initiatives.
• Monitor industry trends, emerging technologies, and customer requirements to develop security solutions.
• Coordinate with engineering, project management, procurement, and field operations teams to support successful project delivery.
• Interface with contractors, consultants, technology providers, and manufacturers throughout the sales and implementation process.
• Lead contract negotiations and manage opportunities from qualification through project award.
• Support strategic growth initiatives and market expansion efforts in partnership with executive leadership.
• Develop strategic relationships with manufacturers, technology providers, and channel partners to expand security offerings and market presence.
• Identify, evaluate, and establish Authorized Reseller, Systems Integrator, and Certified Partner relationships with security manufacturers.
• Work with manufacturer channel managers and executive leadership to secure partnerships, certifications, and authorized reseller status.
• Develop joint business plans, sales initiatives, and go-to-market strategies with manufacturer partners.
• Coordinate with engineering and training teams to maintain technical certifications and partner program requirements.
• Make use of manufacturer resources, pricing programs, sales support, technical assistance, lead referrals, demonstration equipment, and co-marketing opportunities.
• Represent the company at manufacturer events, partner conferences, industry associations, and trade shows.
• Maintain opportunity tracking, pipeline management, and revenue forecasting in CRM systems.
• Prepare business development reports, customer presentations, proposals, and executive updates.
• Communicate customer requirements, project expectations, and market intelligence to internal teams.
• Facilitate coordination meetings and align sales, engineering, operations, and manufacturer partners.
• Collaborate with executive leadership on strategic market expansion plans and support national and enterprise-level opportunities.
• Promote customer service, technical excellence, continuous improvement, and operational integrity.
• Provide market insights and competitive intelligence to support business planning and growth initiatives.
• Perform other duties as assigned to support business growth objectives and organizational success.

Benefits

• Company-paid medical, dental, vision, prescription drug, accident and sickness benefits, basic group life and AD&D, and Employee Assistance Program.
• Paid vacation, company-paid holidays, and paid sick leave.
• 401(k) retirement savings plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level