Regional Strategic Business Development Manager

What's in it for You

• Competitive earnings with base salary $100,000–$110,000 and on-target earnings $175,000–$250,000
• Hybrid position based in Seattle, WA
• Comprehensive medical, dental, vision, life insurance and 401(k)
• Significant career advancement opportunities within ECAM
• Travel up to 40% throughout the Southeast for executive meetings, customer visits and industry events

Your Responsibilities

Regional Strategic Account Development

• Develop and execute strategic account plans targeting regional organizations with significant portfolio and multi-site growth potential
• Identify, pursue, and close net-new recurring revenue opportunities for ECAM's security technology solutions
• Build executive relationships before site-level opportunities exist
• Penetrate target organizations through 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 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

Strategic Sales Leadership

• Lead complex consultative sales cycles from executive discovery through contract negotiation and close
• Develop compelling 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 multiple customer stakeholders to accelerate organizational adoption

Cross Functional Collaboration

• 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

Market Presence

• Represent ECAM at industry conferences, trade associations, networking events, and executive customer functions
• Develop a strong executive presence within the Southeast'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

Your 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

Your 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