Regional Strategic Business Development Manager

Job Summary

ECAM is seeking a Regional Strategic Business Development Manager to drive strategic account growth across the Northeast region. The role requires building executive-level relationships, penetrating regional organizations from the top down, and developing long-term portfolio opportunities that generate recurring revenue across multiple locations.

Responsibilities

• Develop and execute strategic account plans targeting regional organizations with significant portfolio and multi-site growth potential.
• Pursue and close net-new recurring revenue opportunities for ECAM's security technology solutions.
• 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 ECAM's National Strategic Sales organization when opportunities expand beyond regional scope.
• Maintain accurate forecasting, pipeline management, and CRM activity within Salesforce.
• Successfully achieve progressive monthly quota and KPI expectations.
• Lead complex consultative sales cycles from executive discovery through contract negotiation and close.
• 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 multiple customer stakeholders to accelerate organizational adoption.
• Partner closely with Operations, Marketing, Finance, Legal, Engineering, Customer Success, and Implementation teams to ensure successful customer outcomes.
• Collaborate with traditional Field BDMs to convert executive relationships into individual site opportunities.
• Partner with the National Strategic Sales organization when regional opportunities evolve into enterprise or national programs.
• Collaborate with Business Development and Marketing teams to improve strategic account penetration and pipeline conversion.
• Represent ECAM at industry conferences, trade associations, networking events, and executive customer functions.
• Develop a strong executive presence within Southern California's commercial real estate, construction, logistics, infrastructure, industrial, manufacturing, and retail communities.
• Remain informed on emerging security technologies, competitive trends, evolving customer risk environments, and industry best practices.

Qualifications

• Authorized to work in the United States
• Valid driver's license meeting company insurance requirements
• 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

Preferred Experience

• 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

Skills and Competencies

• Executive-level communication and presentation skills
• Consultative and value-based selling approach
• Executive relationship development
• Organizational mapping and stakeholder engagement
• Strategic account planning
• Commercial negotiation and business acumen
• Financial analysis and ROI development
• Ability to manage long, complex sales cycles
• Strong CRM discipline and forecasting accuracy
• Highly self-motivated, competitive, and accountable
• Ability to influence cross-functional stakeholders without direct authority

Performance Expectations

• Develop and maintain executive relationships across 10-15 Regional Strategic Accounts
• Build and manage a multi-million-dollar strategic sales pipeline
• Generate recurring site-level opportunities through executive account penetration
• Prioritize portfolio and multi-site opportunities over individual site transactions
• Achieve progressive Year 1 RMR ramp, reaching $25,000 in monthly recurring revenue by the end of Year 1
• Successfully identify opportunities appropriate for partnership with ECAM's National Strategic Sales organization as enterprise expansion opportunities emerge
• Drive strategic account acquisition, customer expansion, and long-term regional growth

Benefits

Competitive Earnings Base Salary $90 - $110,000.00
On Target Earnings $175,000-$250,000
Hybrid position based in Boston, MA.
Comprehensive medical, dental, vision, life insurance and 401(k)
Significant career advancement opportunities within ECAM

Schedule

Hybrid position based in Boston, MA.

Pay

Competitive Earnings Base Salary $90 - $110,000.00
On Target Earnings $175,000-$250,000