Regional Enterprise Business Development Manager

GardaWorld•Seattle, WA

7d•$90,000 - $250,000•Hybrid

About The Position

ECAM is seeking a high-performing Regional Strategic Business Development Manager to drive strategic account growth across the Pacific Northwest. This consultative sales role focuses on building executive-level relationships, developing long-term portfolio opportunities, creating regional standards, and generating recurring revenue across multiple locations. Unlike a traditional territory sales role focused on individual sites, the manager develops relationships with executive decision makers before opportunities exist and positions ECAM as the preferred security technology partner across regional portfolios. The role represents ECAM's security technology portfolio, including Mobile Surveillance Units (MSUs), Live Video Monitoring (LVM), intelligent CCTV, AI-driven monitoring, and integrated security solutions for commercial properties, construction projects, logistics facilities, industrial operations, and critical infrastructure. It is a hunter role with uncapped earning potential, based in Seattle in a hybrid arrangement, with travel of up to 40% throughout the Pacific Northwest. The manager develops strategic accounts, leads complex consultative sales cycles, negotiates regional and multi-site agreements, collaborates with internal teams and other sales groups, and represents ECAM at industry and executive events. Performance expectations include developing relationships across 10–15 regional strategic accounts, building a multi-million-dollar pipeline, generating recurring site-level opportunities, and reaching $25,000 in monthly recurring revenue by the end of Year 1.

Requirements

Authorized to work in the United States.
Valid driver's license meeting company insurance requirements.
At least 5 years of strategic B2B sales or enterprise business development experience.
Demonstrated success developing executive relationships within regional or multi-site organizations.
Proven ability to sell complex technology or recurring-service solutions through consultative sales processes.
Experience managing long sales cycles involving multiple stakeholders and executive decision makers.
History of exceeding quota in recurring-revenue sales environments.
Experience negotiating regional agreements and long-term commercial contracts.
Experience building organizational maps and navigating complex customer organizations.
Executive-level communication and presentation skills, consultative and value-based selling, relationship development, organizational mapping, stakeholder engagement, and strategic account planning.
Commercial negotiation, business acumen, financial analysis, ROI development, and ability to manage long, complex sales cycles.
Strong CRM discipline and forecasting accuracy.
Self-motivation, competitiveness, accountability, and ability to influence cross-functional stakeholders without direct authority.

Nice To Haves

Existing executive relationships in construction, commercial real estate, industrial, logistics, manufacturing, infrastructure, or security industries.
Experience selling portfolio or multi-site programs.
Background in security technology, intelligent video surveillance, SaaS, managed services, operational technology, or related solutions.
Experience creating executive sponsorship that resulted in regional standards or portfolio-wide deployments.

Responsibilities

Develop and execute strategic account plans targeting regional organizations with portfolio and multi-site growth potential.
Identify, pursue, and close new recurring-revenue opportunities for ECAM's security technology solutions.
Build executive relationships before site-level opportunities exist and engage stakeholders across Operations, Security, Facilities, Asset Management, Risk Management, Procurement, Development, and executive leadership.
Create executive sponsorship that leads to regional portfolio standards and recurring site-level opportunities.
Identify customers with long-term enterprise growth potential and partner with National Strategic Sales when opportunities expand beyond regional scope.
Maintain accurate forecasting, pipeline management, and CRM activity in Salesforce, and achieve progressive monthly quota and KPI expectations.
Lead complex consultative sales cycles from executive discovery through contract negotiation and close.
Develop business cases focused on risk mitigation, operational efficiency, labor reduction, and measurable return on investment.
Deliver executive presentations, strategic account reviews, proposals, and RFP responses.
Negotiate regional enterprise agreements, multi-site programs, and portfolio-wide security initiatives.
Drive executive alignment across customer stakeholders to accelerate organizational adoption.
Partner with Operations, Marketing, Finance, Legal, Engineering, Customer Success, and Implementation teams to support successful customer outcomes.
Collaborate with Field BDMs to convert executive relationships into individual site opportunities and with National Strategic Sales as regional opportunities evolve into enterprise or national programs.
Work with Business Development and Marketing to improve strategic account penetration and pipeline conversion.
Represent ECAM at industry conferences, trade associations, networking events, and executive customer functions.
Build an executive presence in Pacific Northwest commercial real estate, construction, logistics, infrastructure, industrial, manufacturing, and retail communities.
Stay informed about emerging security technologies, competitive trends, customer risk environments, and industry best practices.
Develop and maintain executive relationships across 10–15 regional strategic accounts and build and manage a multi-million-dollar strategic sales pipeline.
Prioritize portfolio and multi-site opportunities, achieve the Year 1 recurring-revenue ramp to $25,000 in monthly recurring revenue by year-end, and drive strategic account acquisition, customer expansion, and regional growth.