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.

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

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
• Able 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.