Electronic Security Sales Account Executive

Johnson Controls Federal Systems

1d•Hybrid

About The Position

We are seeking an Electronic Security (ESS) Sales Account Executive to join our federal team. At Johnson Control’s we support our nation’s most critical facilities, the people who occupy them, and the missions they enable. Johnson Controls Federal Systems (JCFS) is a specialized team serving as a trusted partner to the federal government. We help modernize U.S. military installations, Department of Defense, and other federal agency facilities to be smarter, more resilient, efficient, sustainable, and secure. The Security Account Executive is an experience salesperson responsible for the profitable sales growth of new and existing accounts within in an assigned territory while maximizing customer satisfaction and retention.

Requirements

5+ years of demonstrated expertise in the development and sales of Electronic Security Systems projects (Intrusion Detection Systems, Access Controls, Video Surveillance Systems, etc.) . 10+ years preferred.
Ability to relate technical knowledge to both technical and non-technical audiences
Excellent oral, written and presentation skills with the ability to present to senior level executives and senior military officials within the customer organization and Johnson Controls organizations. Technical writing experience strongly preferred
The ability to obtain and maintain a Department of Defense Secret security clearance required. (This involves a background/character, criminal history, employment, and credit check.)
Ability to travel up to 50%; primarily within the Washington D.C. Metro and Norfolk, VA area

Nice To Haves

Proven ability to develop and manage complex and enterprise level accounts
Knowledge and experience with large integrated electronic security systems at federal government sites
Knowledge and experience selling a broad range of industry systems; Softwarehouse Ccure 9000, Lenel, Bosch Video Management, Genetec, Vindicator, DMP, Exacqvision, etc.
Capture management, proposal management, and/or technical writing experience
Prior or active service in the US military and/or familiarity with federal procurement processes

Responsibilities

Increase market share by selling a broad range of Johnson Controls and other OEM electronic security products and services to new and existing federal customers.
Build and develop an account portfolio in assigned territory primarily through prospecting, business development activities, capture of competitive solicitations and the sale of security solutions through current and new contract vehicles
Use account management practices to penetrate accounts and to expand the sale of security solutions across the account enterprise .
Drive reoccurring revenue growth by renewing and expanding existing customer maintenance and software support agreements
Identify and support cross sale opportunities to provide other Johnson Controls portfolio solutions of fire, HVAC and building automation systems into assigned accounts
Act as Capture Manager for competitive solicitations, lead and contribute to the technical development, pricing, and written narratives of comprehensive winning proposals.
Actively participate in and lead customer presentations and systems demonstrations utilizing technical knowledge, sales skills, and business acumen to assist in driving opportunities that create growth.
Develop account plans and execute strategic growth initiatives for new and target accounts.
Independently establish call plans and customer follow-up strategies and tactics; consistently apply time and territory management techniques.
Assist application engineering resources in the solution design of building security systems (i.e., Access Controls, Intrusion Detection Systems, Video Surveillance Systems, data networks, etc.) at federal government sites.
Collaborate with internal resources to improve operational delivery through the collection of customer feedback and emerging trends in the security industry.
Partner with Field Operations teams to ensure proper application of systems products to meet customer expectations.
Conduct market research on the upcoming technologies expected to impact the Federal security business and maintain an understanding of existing account base needs and gaps.
Ensure the use of Johnson Controls Federal Systems policies and procedures in all aspects of project preparation and implementation.