Account Executive – National Enterprise

This is a fully remote position, open to applicants in California.

📋 Description

• Take full ownership of the U.S. electrical utilities sector as a national territory.

• Create and oversee target account strategies focused on regulated substations, vital infrastructure locations, generation assets, and transmission and distribution networks.

• Establish relationships with senior utility decision-makers and influencers.

• Conduct consultative discovery to pinpoint continuity risks, compliance issues, safety requirements, remote-site challenges, and security-system deficiencies.

• Present Securitas Technology’s comprehensive security portfolio, which includes intrusion detection, video surveillance, access control, perimeter detection, radar, LIDAR, remote monitoring, managed services, and SecureStat HQ.

• Convert utility risks, compliance needs, operational conditions, and budgets into funded pilot programs and scalable multi-site security solutions.

• Develop business cases that link security investments to risk reduction, compliance facilitation, continuity, visibility, response capabilities, and scalability.

• Manage assigned accounts, targets, opportunities, pilot programs, and expansions within the CRM system.

• Identify growth opportunities, service challenges, contract timelines, budget cycles, and regulatory developments within current accounts.

• Address operational issues within accounts by collaborating with relevant internal teams.

• Formulate and execute sales strategies for both new and existing customer accounts.

• Deliver high-level presentations, pilot proposals, expansion strategies, and RFI/RFP submissions.

• Collaborate with solution architects, Field Sales Engineers, Core Commercial Sales, local representatives, operations, project management, monitoring, and service teams on surveys, designs, proposals, and customer concerns.

• Act as the primary contact for utility account needs.

• Lead responses to RFI and RFP requests and support the growth strategy for the utilities vertical.

• Establish market credibility in areas concerning NERC CIP, CIP-014, physical security, infrastructure risk, and integrated technology solutions.

• Travel nationally to customer locations, substations, power plants, industry events, planning meetings, site surveys, presentations, and strategy discussions.

• Perform additional duties as required.

⛳️ Requirements

• At least 5–7 years of experience in enterprise sales, national account sales, critical infrastructure sales, utility sales, energy sector sales, industrial technology sales, or integrated security solutions.

• Previous experience in selling consultative service solutions, physical security technology, integrated systems, managed services, or complex technology programs to large enterprises or infrastructure clients.

• A minimum of 5 years of experience in achieving or surpassing high sales quotas in similar accounts or markets.

• Capability to generate new business, engage executive stakeholders, create demand, and increase wallet share across intricate multi-stakeholder accounts.

• Experience in selling within regulated or compliance-focused environments.

• Familiarity with NERC CIP and CIP-014 is preferred; candidates lacking direct NERC CIP experience must be willing to learn about technical regulatory frameworks.

• Ability to address buyer concerns regarding High and Medium Impact sites, substations, power plants, remote facilities, business continuity, site safety, and asset management across distributed locations.

• Experience navigating long sales cycles and committee-driven purchasing processes involving executive, security, compliance, engineering, operations, procurement, legal, and field stakeholders.

• Experience leading funded pilots, proof-of-concept initiatives, phased rollouts, or multi-site expansion projects.

• Capability to promote integrated solutions for intrusion detection, video surveillance, access control, perimeter detection, LIDAR, remote monitoring, managed services, and platform-based security management.

• Ability to lead RFI and RFP responses, coordinate internal resources, and manage proposal strategies.

• Strong business acumen, negotiation skills, and exceptional verbal and written communication abilities.

• Proven negotiation expertise.

• Ability to develop and execute comprehensive service, account, and growth strategies.

• Effectiveness in working collaboratively within a dedicated vertical team.

• Ability to operate independently from a home office while managing a national territory, complex account strategies, frequent travel, and multiple initiatives.

• Willingness to travel 50% or more within the national territory.

• High School diploma or GED is required.

• Bachelor’s degree is preferred.

🏝️ Benefits

• Highly competitive salary

• Attractive variable compensation plan

• Auto Allowance Program

• Company Cell Phone

• Medical, Dental, Vision, and Life Insurance

• Company Paid Short Term and Long-Term Disability

• 401K with 60% Match up to 6% of salary

• Paid vacation, holiday, and sick time

• Educational Assistance

• Exceptional growth opportunities

• Wide variety of employee discounts on travel, equipment, and more!

• Company training and industry-leading certification program