Regional Strategic Business Development Manager

GardaWorld•Boston, MA

2d•Hybrid

About The Position

ECAM is seeking a high-performing Regional Strategic Business Development Manager to drive strategic account growth across the Northeast. This consultative sales role focuses on building executive-level relationships, developing portfolio opportunities across multiple locations, creating regional security standards, and generating recurring revenue. Unlike a traditional site-focused territory role, the manager engages executive decision makers before site-level opportunities arise and positions ECAM as the preferred security technology partner for regional organizations. 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. These offerings serve commercial properties, construction projects, logistics facilities, industrial operations, and critical infrastructure. The position is a hunter role with uncapped earning potential and responsibility for strategic growth across the Northeast. It is hybrid and based in Boston, Massachusetts, with travel of up to 40% throughout the region. The manager develops strategic account plans, builds executive sponsorship, leads complex consultative sales cycles, negotiates regional and multi-site agreements, and collaborates with internal teams and field sales colleagues to deliver successful customer outcomes. Performance includes maintaining relationships across 10–15 strategic accounts, building a multi-million-dollar pipeline, 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, organizational mapping, 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 targeting 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 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 enterprise growth potential and partner with the National Strategic Sales organization as opportunities expand beyond regional scope.
Maintain accurate forecasts, pipeline management, and Salesforce activity.
Meet progressive monthly quota and KPI expectations.
Lead 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.
Collaborate with Operations, Marketing, Finance, Legal, Engineering, Customer Success, and Implementation teams to support customer outcomes.
Work with Field BDMs to convert executive relationships into individual site opportunities.
Partner with the National Strategic Sales organization when regional opportunities develop into enterprise or national programs.
Collaborate 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 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 manage a multi-million-dollar strategic sales pipeline.
Prioritize portfolio and multi-site opportunities over individual site transactions and achieve the Year 1 recurring-revenue ramp target of $25,000 in monthly recurring revenue.
Identify opportunities appropriate for partnership with the National Strategic Sales organization as enterprise expansion opportunities emerge.