Account Manager, Security Sales

VarcoMac•Chantilly, VA

12d•Onsite

About The Position

VarcoMac LLC 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, develops consultative electronic security solutions, and coordinates 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 includes developing integrated security solutions, leading opportunities from qualification through project award, and coordinating with internal teams, manufacturers, technology providers, consultants, contractors, and end users. It also supports market expansion, national and enterprise-level opportunities, and strategic growth initiatives with executive leadership. Travel to customer sites, trade shows, manufacturer events, partner conferences, and industry meetings may be required. Other duties may be assigned to support business growth and organizational success.

Requirements

At least 7 years of experience in business development, enterprise sales, strategic account management, or the electronic security industry.
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 in cross-functional teams and customer-facing environments.
Strong understanding of electronic security systems, technology platforms, and integrated security solutions.
Strong skills in business development, enterprise sales, strategic account management, new customer acquisition, national account development, consultative solution selling, revenue growth strategies, contract negotiation, CRM and pipeline management, market expansion, customer retention, manufacturer relationship management, channel partner development, and strategic alliance management.
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.

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.
Experience with Genetech, Lenel, or Software House systems.

Responsibilities

Identify, qualify, and develop new business opportunities through prospecting, networking, referrals, 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 in target markets.
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 (CCTV), intrusion detection, perimeter protection, visitor management, intercom, and supporting security infrastructure.
Collaborate with engineering and estimating teams on 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 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 (VAR), 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.
Leverage 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 for business planning and growth initiatives.