Electronic Security Sales Account Executive

Johnson Controls; Virginia Beach (VA); Hybrid; USD 80,000 - 110,000; Full time

Benefits offered by this job

Eligible for benefits on first day

3 weeks paid vacation

5 sick days

3 floating holidays

10 standard holidays

Job summary

Johnson Controls is seeking an Electronic Security Sales Account Executive to join their federal team in Virginia. The successful candidate will focus on sales growth of security solutions, managing accounts primarily in the military and federal sectors. Required qualifications include over 5 years of experience in Electronic Security Systems sales, excellent communication skills, and the ability to attain a Secret security clearance. Johnson Controls offers numerous benefits from day one and values contributions in a diverse workplace.

Qualifications

• 5+ years of sales experience in Electronic Security Systems.
• Ability to present technical information to both technical and non-technical audiences.
• Must maintain a Department of Defense Secret security clearance.

Responsibilities

• Increase market share by selling security solutions to federal customers.
• Develop and manage account portfolios through business development activities.
• Participate in capture management and lead proposal development.

Skills

Sales Growth

Account Management

Technical Knowledge

Customer Presentation

Market Research

Education

Bachelor’s Degree in Engineering or related field

Tools

Electronic Security Systems

Video Surveillance Systems

Access Controls

Job description

We are seeking an Electronic Security (ESS) Sales Account Executive to join our federal team. Johnson Controls supports the nation’s most critical facilities and enables essential missions by modernizing U.S. military installations, Department of Defense, and other federal agency facilities to be smarter, more resilient, efficient, sustainable, and secure. The Security Account Executive is an experienced salesperson responsible for profitable sales growth of new and existing accounts within an assigned territory while maximizing customer satisfaction and retention.

Location

Must be based in the Washington D.C. Metro area or Norfolk, VA area (employee’s choice) due to the territory being supported.

Benefits

Eligible for benefits on first day of employment.

Vacation

3 weeks of paid vacation, 5 sick days, 3 floating holidays, and 10 standard holidays per calendar year.

As a Security Account Executive, You Will

• Increase market share by selling a broad range of Johnson Controls and other OEM electronic security products and services to new and existing federal customers.
• Build and develop an account portfolio in the assigned territory primarily through prospecting, business development activities, capture of competitive solicitations, and the sale of security solutions through current and new contract vehicles.
• Use account‑management practices to penetrate accounts and expand the sale of security solutions across the account enterprise.
• Drive recurring revenue growth by renewing and expanding existing customer maintenance and software support agreements.
• Identify and support cross‑sale opportunities to provide other Johnson Controls portfolio solutions of fire, HVAC, and building automation systems into assigned accounts.
• Act as Capture Manager for competitive solicitations, leading and contributing to the technical development, pricing, and written narratives of comprehensive winning proposals.
• Actively participate in and lead customer presentations and systems demonstrations utilizing technical knowledge, sales skills, and business acumen to assist in driving opportunities that create growth.
• Develop account plans and execute strategic growth initiatives for new and target accounts.
• Independently establish call plans and customer follow‑up strategies and tactics; consistently apply time and territory management techniques.
• Assist application engineering resources in the solution design of building security systems (e.g., Access Controls, Intrusion Detection Systems, Video Surveillance Systems, data networks, etc.) at federal government sites.
• Collaborate with internal resources to improve operational delivery through the collection of customer feedback and emerging trends in the security industry.
• Partner with Field Operations teams to ensure proper application of systems products to meet customer expectations.
• Conduct market research on upcoming technologies expected to impact the Federal security business and maintain an understanding of existing account‑base needs and gaps.
• Ensure the use of Johnson Controls Federal Systems policies and procedures in all aspects of project preparation and implementation.

Required Qualifications

• 5+ years of demonstrated expertise in the development and sales of Electronic Security Systems projects (Intrusion Detection Systems, Access Controls, Video Surveillance Systems, etc.). 10+ years preferred.
• Ability to relate technical knowledge to both technical and non‑technical audiences.
• Excellent oral, written, and presentation skills with the ability to present to senior‑level executives and senior military officials within the customer organization and Johnson Controls organizations. Technical writing experience strongly preferred.
• Must obtain and maintain a Department of Defense Secret security clearance (background/character, criminal history, employment, and credit check).
• Ability to travel up to 50%, primarily within the Washington D.C. Metro and Norfolk, VA area.

Preferred Qualifications

• Proven ability to develop and manage complex and enterprise‑level accounts.
• Knowledge and experience with large integrated electronic security systems at federal government sites.
• Experience selling a broad range of industry systems such as SoftwareHouse Ccure 9000, Lenel, Bosch Video Management, Genetec, Vindicator, DMP, Exacqvision, etc.
• Capture management, proposal management, and/or technical writing experience.
• Prior or active service in the U.S. military and/or familiarity with federal procurement processes.

Preferred Education

• Bachelor’s Degree in Engineering, Sales/Marketing, Business, or a related field, or equivalent experience.

Who We Are

Johnson Controls is a Fortune‑500 company with more than 100,000 employees worldwide offering the world’s largest portfolio of building technology products, solutions, and services. As a member of our Federal Systems team, your work matters. We value and recognize your contributions, invest in your growth, and foster a culture of inclusion and respect.

Johnson Controls is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability, or any other characteristic protected by law. If you need an accommodation during the application process, please visit www.johnsoncontrols.com/careers.