Regional Enterprise Business Development Manager

GardaWorld•Seattle, WA

2d•$90,000 - $110,000•Hybrid

About The Position

ECAM is hiring a 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 multi-site and portfolio opportunities, establishing regional standards, and generating recurring revenue. The role is distinct from traditional site-focused territory sales: the manager develops relationships with executive decision makers before individual site opportunities arise and positions ECAM as a preferred security technology partner across regional organizations. The manager will represent ECAM's security technology portfolio, including Mobile Surveillance Units (MSUs), Live Video Monitoring (LVM), intelligent CCTV, AI-driven monitoring, and integrated security solutions. These offerings serve commercial properties, construction projects, logistics facilities, industrial operations, and critical infrastructure. The position is a hunter role with uncapped earning potential, based in Seattle, Washington, with a hybrid work arrangement and travel of up to 40% throughout the Pacific Northwest. The role develops strategic regional accounts, leads complex consultative sales cycles, negotiates regional and multi-site agreements, and collaborates with internal teams and field sales colleagues to achieve successful customer outcomes. It also represents ECAM at industry and executive events and monitors security technology, competitive, and customer-risk trends. Performance expectations include managing 10–15 strategic accounts, building a multi-million-dollar pipeline, creating 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 approach.
Executive relationship development and stakeholder engagement skills.
Strategic account planning, commercial negotiation, and business acumen.
Financial analysis and ROI development skills.
Ability to manage long, complex sales cycles and influence cross-functional stakeholders without direct authority.
Strong CRM discipline and forecasting accuracy.
Highly self-motivated, competitive, and accountable.

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 for regional organizations with portfolio and multi-site growth potential.
Identify, pursue, and close new recurring-revenue opportunities for ECAM security technology solutions.
Build executive relationships and penetrate target organizations across Operations, Security, Facilities, Asset Management, Risk Management, Procurement, Development, and executive leadership.
Create executive sponsorship that supports regional standards and recurring site-level opportunities.
Identify customers with long-term enterprise growth potential and partner with the National Strategic Sales organization when opportunities expand beyond regional scope.
Maintain accurate forecasting, pipeline management, and Salesforce activity; 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.
Align multiple customer stakeholders to accelerate organizational adoption.
Partner with Operations, Marketing, Finance, Legal, Engineering, Customer Success, and Implementation teams to support customer outcomes.
Collaborate with Field BDMs to convert executive relationships into individual site opportunities.
Partner with National Strategic Sales when regional opportunities develop 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, evolving customer risks, and industry best practices.
Develop and maintain executive relationships across 10–15 Regional Strategic Accounts.
Build and manage a multi-million-dollar strategic sales pipeline, prioritizing portfolio and multi-site opportunities over individual site transactions.
Reach $25,000 in monthly recurring revenue by the end of Year 1 and identify opportunities for partnership with National Strategic Sales as enterprise expansion opportunities emerge.