Commercial Security Systems Account Executive

Johnson Controls • Richmond, VA

9d

About The Position

The Commercial Security Systems Account Executive promotes and sells Johnson Controls Security products, services, and technology to commercial customers in an assigned local territory. The role is responsible for winning new business, growing existing accounts, renewing agreements, and improving customer retention through effective follow-up and relationship management. The Account Executive represents the Johnson Controls Security brand, understands the company’s products and services, and develops solutions around customers’ security needs.

The position involves managing territory activity and sales opportunities, building relationships with customers and Centers of Influence, processing work orders and documentation, and following up after installation to confirm customer commitments and satisfaction. It requires a full-time schedule and local travel.

Requirements

• High school diploma or equivalent.
• Excellent oral, written, and presentation skills, including the ability to present to senior-level executives within customer and Johnson Controls Security organizations.
• At least 3 years of B2B service sales experience, preferably in Commercial Security Systems.
• Ability to work a full-time schedule.
• Availability for local travel.
• Valid driver’s license.

Nice To Haves

• College degree.
• At least 5 years of success as a commercial sales representative in the security, IT, or other technology sales industry, with a consistent record of meeting and exceeding quota.

Responsibilities

• Promote and sell Johnson Controls Security products, services, and technology to new local commercial customers in the assigned territory.
• Grow existing accounts by identifying opportunities for additional sales, add-ons, amendments, conversions, and renewals.
• Develop new market share while maintaining productive relationships with current customers and prospects.
• Identify prospects through lead-generation techniques and referrals from Centers of Influence.
• Build and execute call plans, customer follow-up strategies, and territory management activities.
• Maintain knowledge of the full product and service offering and customers’ needs and challenges.
• Process work orders and complete documentation according to approved standardized procedures.
• Conduct post-installation follow-up to confirm commitments were met and ensure customer satisfaction.
• Follow Johnson Controls Security policies, procedures, products, programs, and services.
• Manage territory time, pipeline activity, and customer follow-up consistently and accountably.
• Understand customers’ security needs, remove barriers to progress, and position solutions that create value.
• Collaborate with internal teams, customers, and Centers of Influence to build trust and achieve sales outcomes.
• Maintain a professional presence with senior-level executives and communicate clearly in meetings, presentations, and follow-up.
• Use structured planning and disciplined follow-through to convert opportunities into long-term customer relationships.

Benefits

• Competitive salary.
• Paid vacation, holidays, and sick time.
• 401(k).
• Medical, dental, and vision coverage available on day one.
• Extensive product and on-the-job/cross-training opportunities.
• Collaborative team environment.
• Dedication to safety through the Zero Harm policy.
• Competitive Sales Incentive Plan based on project volume and margin, on a quarterly and annual basis.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED