ECAM Account Manager

Kastle Systems; Falls Church (VA); On-site; USD 70,000 - 90,000; Full time

Job summary

Kastle Systems seeks an ECAM Account Manager in Falls Church, VA, to drive business growth within AWS North America regions. Key responsibilities include identifying new business opportunities, maintaining customer relationships, and managing quotes effectively.

The ideal candidate will have strong organizational skills, an ability to travel, and experience with customer engagement. The position requires proficiency in Salesforce and aims to enhance the security solutions offered by our company.

Qualifications

• Ability to manage multiple regions and customer follow-ups.
• Comfort working with customer stakeholders and internal teams.
• Willingness to travel at least 25% for business needs.

Responsibilities

• Drive new business, account expansion, and customer engagement.
• Identify and advance new business opportunities within assigned regions.
• Maintain regular communication with customers and coordinate meetings.

Skills

Strong communication

Organizational skills

Customer relationship building

Detail orientation

Education

Bachelor's degree preferred

Tools

Salesforce

Job description

Kastle Systems

ECAM Account Manager

US-VA-Sterling

Job ID: 2026-5069

# of Openings: 1

Category: Sales

i2G Sterling, VA

Overview

Together, We Enhance Innovation and Growth. i2G Systems delivers advanced electronic security and life safety solutions across a broad range of industries, including government, data centers, healthcare, education, entertainment, finance, and transportation. Our expertise spans access control, intrusion detection, biometrics, perimeter sensors, radar, ground sensors, and anti-drone technologies. We specialize in system design, project management, commissioning, and enterprise technology integration. Our mission is to equip clients with innovative solutions that safeguard critical assets and provide a strategic advantage in today's evolving security landscape.

The ECAM Account Manager is responsible for driving new business, account expansion, customer engagement, and commercial follow-through within assigned AWS North America regions. This role supports i2G Systems's growth within an existing strategic customer by identifying qualified security-related opportunities, building customer relationships, coordinating quote activity, maintaining accurate records including Salesforce and any other system as required, and ensuring timely follow-up on open opportunities, active quotes, and awarded work.

This is a customer-facing growth role. The Account Manager is expected to be proactive, organized, responsive, commercially aware, and comfortable working across customer stakeholders and internal teams. The role requires a hunter-farmer mindset, with a strong focus on expanding i2G's current services within the assigned customer footprint.

Responsibilities

Key Responsibilities

Account Growth and Business Development

• Identify, develop, and advance new business opportunities within assigned AWS regions.
• Focus on opportunities within i2G's current datacenter security capabilities, including small projects, lifecycle refresh, service contracts, MAC work, UL/security inspections, gate maintenance, ACS, video, IDS, intercom, fiber/cabling, and GC/SOW-driven security work.
• Build and maintain a qualified pipeline aligned with assigned revenue and growth targets.
• Develop new stakeholder relationships where appropriate and deepen existing relationships across AWS customer groups.
• Identify customer needs, upcoming work, regional pain points, lifecycle opportunities, and service expansion opportunities.
• Recommend new or expanded service opportunities when appropriate, while staying within approved i2G service lines unless additional capability is reviewed and approved.

Customer Engagement

• Maintain regular customer communication, including weekly customer calls at minimum and consistent follow-up on quotes, open opportunities, and active work.
• Participate in customer site visits, construction meetings, QBRs, SPM calls, and executive reviews as required.
• Coordinate regional travel in advance, ensuring customer meetings are scheduled and confirmed before travel occurs.
• Support customer confidence by providing timely, accurate, and professional communication.
• Participate in customer sentiment tracking in coordination with the ECAM Coordinator.
• Identify at‑risk customer relationships or customer‑impacting issues early and elevate through ECAM before they become executive‑level problems.

Opportunity and Quote Management

• Own customer‑facing follow‑up on quotes, open opportunities, and commercial status.
• Ensure quotes are followed up on promptly after delivery and that next steps are documented.
• Challenge unclear scopes before they move too far through the internal process.
• Coordinate with Estimating, Engineering, Operations, and other internal teams as needed to ensure customer requests are properly understood and routed.
• Support timely quote turnaround expectations and help remove communication gaps that delay customer response.
• Track win/loss outcomes and support P‑Win measurement.

Salesforce and Administrative Discipline

• Use Salesforce as the required system of record.
• Enter opportunities within 48 hours or sooner.
• Maintain current next steps, close dates, probabilities, stakeholders, quote status, and forecast categories.
• Keep customer, opportunity, and account information accurate and current.
• Prepare and participate in monthly territory reviews.
• Ensure Salesforce reflects the actual state of the customer relationship, quote activity, and opportunity pipeline.

Internal Coordination

• Work through the ECAM process to coordinate customer needs, internal follow-up, and escalations.
• Use the ECAM Coordinator for sentiment tracking, quote/report coordination, escalation routing, and communication support.
• Coordinate with Operations before making customer commitments related to schedule, manpower, delivery approach, or execution timing.
• Participate in backlog reviews and forecast meetings as required.
• Influence internal teams through process, communication, and escalation, not through direct authority.

Customer Issue and Escalation Support

• Own initial customer communication when an assigned customer issue arises.
• Escalate customer‑impacting issues internally through ECAM promptly.
• Help maintain recovery visibility with the customer while internal owners address operational, technical, or execution issues.
• Ensure customer communication remains timely, professional, and aligned with ECAM direction.

Authority and Boundaries

• The ECAM Account Manager does not have direct authority over Operations, Engineering, Estimating, Project Management, Finance, Procurement, or field labor.
• The ECAM Account Manager may not commit i2G to pricing, delivery dates, scope, manpower, technical solutions, or service offerings without appropriate internal validation.
• The ECAM Account Manager is expected to influence through process, preparation, follow‑up, communication, and escalation.

Onboarding and Ramp

• The role will include an onboarding period, followed by a shadowing period, followed by a mentoring period.
• During onboarding, the Account Manager will learn i2G's service lines, customer structure, Salesforce expectations, quote and opportunity processes, internal coordination paths, and ECAM operating standards.
• During shadowing, the Account Manager will participate in customer meetings, internal reviews, quote follow‑up, Salesforce updates, and territory planning under guidance.
• During mentoring, the Account Manager will begin taking direct ownership of assigned customer follow‑up, opportunity development, Salesforce accuracy, quote tracking, and customer communication while continuing to receive guidance and oversight.
• The first-year revenue target will be prorated based on start date and ramp period.

Qualifications

• Strong communication, follow‑up, and organizational skills.
• Ability to build customer relationships and identify business opportunities within an existing enterprise account.
• Comfort working with customer stakeholders, internal teams, and cross‑functional business processes.
• Ability to manage multiple regions, opportunities, quotes, and customer follow‑ups at the same time.
• Willingness and ability to travel at least 25% based on customer and business needs.
• Ability to work in office four days per week.
• Strong attention to detail and willingness to maintain accurate Salesforce records.
• Professional judgment and ability to avoid making unsupported commitments.
• Strong attitude, ownership mindset, and willingness to learn.

Preferred Qualifications

• Experience in security integration, datacenter environments, critical infrastructure, construction, enterprise account management, or technical sales.
• Familiarity with access control, video surveillance, intrusion detection, intercom, gates, fiber, cabling, or related systems.
• Experience working with SPMs, TIPMs, procurement, security managers, construction managers, general contractors, and internal operations teams.
• Executive communication skills.
• Bachelor's degree preferred but not required.

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