Service Sales Representative - Security

Bosch Building Technologies LLC•Phoenix, AZ

2h•Onsite

About The Position

Robert Bosch GmbH, headquartered in Germany, is a premier global supplier with four primary business sectors: Automotive Technology, Industrial Technology, Consumer Goods, and Energy and Building Technology, employing over 400,000 associates globally. In North America, Robert Bosch LLC has 41,000 associates and supplies various products and innovations. Ninety-two percent of Robert Bosch GmbH's share capital is held by a charitable foundation, ensuring entrepreneurial freedom and long-term planning. Bosch Building Technologies Integrator Business offers solutions and customized services for building security, energy efficiency, and building automation for commercial buildings and infrastructure projects. This business expanded in North America through the acquisition of Climatec in 2015, which is recognized as an independent single-source integrator of critical building systems. Climatec provides consulting, planning, implementation, and 24/7 remote management across various market segments and industries. In 2023, Bosch acquired Canadian-based security integrator Paladin Technologies. The combined entity of Bosch Building Technologies now represents over $800M in revenues and 2800 associates, offering a complete portfolio of networked and efficient energy, building automation, and security solutions. As a Business Development Manager for Bosch Building Technologies, you will be responsible for driving recurring revenue growth by selling security, fire alarm, and life-safety service, maintenance, inspection, monitoring, and system upgrade solutions. This role emphasizes developing long-term customer relationships, identifying service and modernization opportunities within existing systems, and expanding the service customer base. You will act as a trusted advisor to building owners and facility stakeholders, ensuring systems remain compliant, reliable, and aligned with evolving needs. The position focuses on driving service agreement sales, including Testing & Service Agreements (TSAs) and Software Maintenance Agreements (SMAs), for both new construction projects and an established base of legacy clients.

Requirements

High school diploma or GED equivalent.
3+ years of experience in the integrated security systems industry with a proven success of multi-millions in annual sales revenue.
3+ years of experience working in business development within Security and Life Safety industry (non-residential).
Must be currently based in the Phoenix area with a deep level of understanding of the local construction landscape, regional code requirements, and Phoenix market trends.
Knowledge of the construction industry and understanding of the construction process and owner-direct negotiated process are essential.
Proven experience and demonstration of building a sales territory from scratch through aggressive prospecting and networking.
Proven experience managing the development of complex project solutions, estimates, and proposals.

Nice To Haves

Bachelor’s degree in engineering, business administration or construction management.
3+ years of experience working with enterprise security and fire products such as Lenel, Software House, Genetec, or Milestone; EST, Notifier, or Siemens fire products.
Active membership or leadership roles in local industry organizations such as Phoenix ASIS or the Phoenix Chapter of AIA.
Proven track record in service sales, account development, cold calling, and opportunity capture
Demonstrated ability to mine and convert service opportunities from TSA and SMA (Software Maintenance Agreement) portfolios
Experience identifying and securing MAC work (Moves, Adds, Changes), including tenant improvements (TIs) and retrofit projects
Strong knowledge of: Fire alarm systems, Life safety systems, Physical and integrated security solutions
Experience working with or selling through: General Contractors, Consulting Engineers, End Users / Facility Owners
Demonstrated ability to develop and execute sales strategies and business plans
Strong communication, presentation, and negotiation skills
Ability to work cross-functionally with internal teams and external partners
Self-motivated, highly organized, and results-oriented
An Advanced experience with selling into high-stakes Phoenix verticals such as mission critical/data centers, healthcare (high-rise/campus), K-12/Higher education.

Responsibilities

Proactively sell TSAs and SMAs (Software Maintenance Agreements) in coordination with the new construction sales team to ensure long-term service capture at project turnover
Identify, mine, and capture service project opportunities derived from existing TSA and SMA customer bases
Develop and expand relationships within existing (legacy) accounts to grow recurring service revenue and project pull-through
Identify and pursue new business opportunities through cold calling, networking, and market outreach
Drive and secure MAC (Moves, Adds, Changes) work associated with: Tenant Improvements (TIs), System retrofits and upgrades
Conduct client meetings and presentations with: General Contractors, End Users / Building Owners, Consulting Engineers
Build and maintain a strong sales pipeline aligned with annual sales targets and quotas
Develop and execute territory business plans and targeted sales campaigns based on market trends and opportunities
Collaborate with internal teams to cross-sell Bosch Building Technologies solutions, including: Building Automation Systems (BAS), Mechanical and HVAC Controls, Energy and integrated solutions
Coordinate with OEM manufacturing partners to align solutions, pricing, and technical offerings
Maintain a strong understanding of applicable codes, standards, and industry best practices
Accurately forecast sales activity and manage opportunities within CRM tools
Drive revenue growth by selling converged, integrated security solutions—including IP video surveillance, enterprise access control, and life safety systems—to building owners, GCs, and electrical contractors.
Consistently achieve a multi-million-dollar annual sales revenue target through the consistent pursuit of enterprise/commercial security and life safety projects.
Operates as a "business owner" in the Phoenix territory, with an entrepreneurial and competitive mindset, to identify and penetrate untapped high-growth corridors in the Phoenix area while developing creative strategies to penetrate new accounts without heavy reliance on inbound leads.
Builds and manages long-term customer relationships with key building owners, general contractors, and architectural and engineering firms.
Act as the primary executive contact, building multi-level relationships within key accounts in the Phoenix area to ensure long-term retention and recurring service revenue opportunities.
Proactively prospect, identify, and qualify high-value opportunities within the vertical markets (e.g., healthcare, education, data centers) through targeted outbound networking and strategic lead follow-up.
Provide expert-level input during pre-bid meetings regarding system design, value engineering (VE) options, and project scheduling to maintain a competitive edge.
Lead the end-to-end sales cycle, from initial discovery to final contract negotiation, ensuring all legal and financial terms align with company risk profiles.
Demonstrates technical knowledge to create solutions that address the customer’s project challenges and favorably positions Bosch Building Technologies' Security.
Interface with third-party product partners and specialized subcontractors to integrate niche technologies like Emergency DAS, mass notification, or AI-driven analytics.
Influences design and construction decisions with owners, contractors, and consultants. Generates competitive, high-quality, and timely estimates, bids, proposals, and cost-benefit analyses. Skillfully writes, presents, and communicates bids and proposals. Negotiates and closes sales successfully.
Utilizes sales tools effectively to manage customer interactions, satisfaction, and follow up. Manages the pipeline in Bosch Building Technologies' tools, focusing on next steps, action items, and milestones in the sales process.
Leads the sales pursuit team, builds team relationships to ensure project success and customer satisfaction. Collaborates with product partners, subcontractors, engineers, project managers, and support colleagues.
Identify opportunities for system expansions or upgrades during the construction phase and coordinate with the field team to document and book change orders.
Communicates the project vision, sales strategy, and plan to win. Engages engineers in customer meetings to review specific technologies and works closely on specifications throughout the solution development phase.
Other duties as assigned.