Business Development Manager

GardaWorld•San Jose, CA

21d•Hybrid

About The Position

ECAM is seeking an experienced Business Development Manager to own a defined territory and drive profitable new-business growth. The role manages the full B2B sales cycle, from strategic prospecting and consultative discovery through negotiation and close, while coordinating with operations, marketing, sales leadership, and other internal teams to support smooth implementation and strong customer outcomes. The manager represents ECAM’s technology-driven security offerings, including CCTV, advanced video surveillance, and live or remote video monitoring. The position is hybrid and based in Stockton, California, with customer-facing territory travel as needed. Compensation includes a $75,000 base salary and on-target earnings of $175,000–$250,000 per year, with uncapped commission.

Requirements

Authorized to work in the United States.
Valid driver’s license and a driving record that meets company vehicle and insurance eligibility standards.
At least 2 years of B2B business development or sales experience, with a consistent track record of meeting or exceeding quota.
Ability to navigate complex sales cycles involving multiple stakeholders and decision-makers.
Strong CRM discipline, preferably with Salesforce, and effective time, territory, and pipeline management skills.
Consultative, customer-focused selling style, credibility with senior leaders, and strong follow-through to close.
Experience selling security technology or related B2B solutions such as CCTV, video surveillance, remote monitoring, access control, guarding services, or adjacent offerings.
Strategic prospecting, disciplined follow-up, and competitive positioning skills to win new business.
Ability to uncover customer needs, align solutions with business outcomes, and build value propositions with executive stakeholders.
Ability to manage long, multi-stakeholder sales cycles and navigate procurement, legal, and operational decision-makers.
Ability to articulate ROI, risk mitigation, and total cost of ownership to support investment decisions.
Strong organization, data-driven execution, self-motivation, forecasting accuracy, and ownership of results.

Nice To Haves

Familiarity with target environments such as construction, commercial real estate, logistics, manufacturing, or critical infrastructure.
Experience responding to RFPs and developing ROI or total cost of ownership narratives.

Responsibilities

Own the full new-business sales cycle, including prospecting, qualifying, and closing net-new opportunities for ECAM’s CCTV, video surveillance, and live or remote video security monitoring solutions.
Lead a consultative sales process involving discovery, stakeholder alignment, solution design, and business cases focused on risk reduction, loss prevention, and operational efficiency.
Create and deliver proposals, RFP responses, and executive-level presentations.
Maintain accurate pipeline management and forecasting in Salesforce and related tools, keeping activities, milestones, and next steps current.
Develop and execute a strategic territory plan by identifying high-value verticals, prioritizing target accounts, and conducting focused outreach.
Partner with operations and internal stakeholders to align expectations, support smooth implementation, and deliver a strong post-sale customer experience.
Collaborate with Business Development and BDR teams to strengthen go-to-market execution and improve funnel conversion.
Support additional initiatives and responsibilities as business needs evolve.