Regional Strategic Business Development Manager

GardaWorld•Boston, MA

8d•$90,000 - $250,000•Hybrid

About The Position

ECAM is seeking a consultative sales professional to drive strategic account growth across the Northeast region. The role focuses on building executive-level relationships within regional organizations, developing long-term portfolio opportunities, and generating recurring revenue across multiple locations. Unlike a site-focused territory sales role, this position creates relationships with executive decision makers before opportunities arise, establishes regional standards, identifies multi-site opportunities, and positions ECAM as the preferred security technology partner across regional portfolios. The manager represents ECAM's security technology portfolio, including Mobile Surveillance Units (MSUs), Live Video Monitoring (LVM), intelligent CCTV, AI-driven monitoring, and integrated security solutions. These solutions serve commercial properties, construction projects, logistics facilities, industrial operations, and critical infrastructure. This is described as a hunter role with uncapped earning potential and an opportunity to influence strategic growth across the Northeast. The position is hybrid and based in Boston, Massachusetts, with travel of up to 40% throughout the Northeast for executive meetings, customer visits, and industry events. Compensation is a base salary of $90,000–$110,000 and on-target earnings of $175,000–$250,000. ECAM describes itself as a leader in security technology and remote surveillance, protecting construction sites, commercial properties, and critical infrastructure with mobile surveillance units, AI-driven monitoring, and professional guard services.

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, value-based selling approach and executive relationship development skills.
Organizational mapping, stakeholder engagement, and strategic account planning skills.
Commercial negotiation, business acumen, financial analysis, and ROI development skills.
Ability to manage long, complex sales cycles and maintain CRM discipline and forecasting accuracy.
Self-motivated, competitive, and accountable approach.
Ability to influence cross-functional stakeholders without direct authority.

Nice To Haves

Existing executive relationships within 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 significant portfolio and multi-site growth potential.
Identify, pursue, and close new recurring-revenue opportunities for ECAM security technology solutions.
Build executive relationships before site-level opportunities exist and penetrate organizations through relevant operational, security, facilities, asset management, risk management, procurement, development, and executive stakeholders.
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.
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.
Collaborate with National Strategic Sales when 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.
Develop an executive presence in Northeast 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.
Generate recurring site-level opportunities through executive account penetration and prioritize portfolio and multi-site opportunities over individual site transactions.
Reach $25,000 in monthly recurring revenue by the end of Year 1 through a progressive Year 1 RMR ramp.
Identify opportunities suitable for partnership with National Strategic Sales as enterprise expansion opportunities emerge.
Drive strategic account acquisition, customer expansion, and long-term regional growth.