Account Manager, Security Sales

Legence • Chantilly, VA

2d • $150,000 - $160,000 • Onsite

About The Position

VarcoMac LLC is seeking a highly motivated Business Development Manager to drive revenue growth and expand the company's presence across enterprise, commercial, industrial, transportation, government, and hyperscale data center markets. This role is responsible for identifying new business opportunities, developing strategic customer relationships, and growing manufacturer, technology, and channel partnerships that strengthen the company's competitive position.
The Business Development Manager will serve as the primary customer contact throughout the sales lifecycle, develop consultative electronic security solutions, and collaborate with engineering, estimating, project management, and operations teams to ensure successful project execution. This position is accountable for new customer acquisition, strategic account development, partnership expansion, and long-term revenue growth initiatives. The role requires close coordination with internal stakeholders, manufacturer partners, technology providers, consultants, contractors, and end users to deliver exceptional customer outcomes.

Requirements

• 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: Business Development, Enterprise Sales, Strategic Account Management, New Customer Acquisition, National Account Development, Consultative Solution Selling, Revenue Growth Strategies, Contract Negotiation, CRM & Pipeline Management, Market Expansion, Customer Retention, Manufacturer Relationship Management, Channel Partner Development, Strategic Alliance Management.
• Strong presentation, communication, and executive relationship management skills.
• Ability to develop technical proposals and communicate complex solutions to both technical and non-technical stakeholders.
• Proficiency with CRM platforms, Microsoft Office Suite, and sales forecasting tools.
• Bachelor's degree in Business, Marketing, Engineering, Technology, Security Management, or a related field preferred; equivalent professional experience will be considered.
• Valid driver's license and ability to travel as required.

Nice To Haves

• Industry certifications from leading security manufacturers, technology providers, or recognized security organizations are preferred.

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.
• Represent VarcoMac LLC as a trusted advisor and preferred systems integration partner within target markets.
• Develop and maintain strong customer relationships that support repeat business, multi-site deployments, and long-term account growth.
• Develop consultative integrated security solutions including: Access Control Systems, Video Surveillance (CCTV), Intrusion Detection Systems, Perimeter Protection Solutions, Visitor Management Systems, Intercom Systems, 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 innovative security solutions.
• Coordinate with engineering, project management, procurement, and field operations teams to ensure successful project delivery.
• Interface with contractors, consultants, technology providers, and manufacturers throughout the sales and implementation process.
• Lead contract negotiations and manage opportunities through the entire sales cycle from qualification through project award.
• Support strategic growth initiatives and market expansion efforts in partnership with executive leadership.
• Lead the development of strategic relationships with manufacturers, technology providers, and channel partners to expand security offerings and market presence.
• Identify, evaluate, and establish Authorized Reseller (VAR), Systems Integrator, and Certified Partner relationships with leading security manufacturers.
• Work directly with manufacturer channel managers and executive leadership to secure new 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 required technical certifications and partner program requirements.
• Maximize manufacturer-provided 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 to strengthen strategic alliances.
• Maintain accurate opportunity tracking, pipeline management, and revenue forecasting within 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 ensure alignment among sales, engineering, operations, and manufacturer partners.
• Collaborate with executive leadership to develop and execute strategic market expansion plans.
• Support the pursuit of national and enterprise-level opportunities.
• Promote a culture of customer service, technical excellence, continuous improvement, and operational integrity.
• Provide market insights and competitive intelligence to assist business planning and growth initiatives.

Benefits

• Company Paid medical, dental, vision, prescription drug, accident & sickness benefit, 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: Senior