Electronic Security Sales Account Executive

SDFM; Washington (District of Columbia); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Benefits from day one

PTO and holidays

Job summary

Johnson Controls Federal Systems seeks an experienced Security Account Executive to drive profitable sales growth with federal customers in the Washington DC metro and Norfolk, VA regions. You will develop and manage an account portfolio, lead capture efforts, and expand recurring revenue through service and software support agreements.

Responsibilities include cross-selling building technologies and leading customer demonstrations, with travel up to 50% and ability to obtain a DoD Secret

Qualifications

• 5+ years in development and sales of Electronic Security Systems (Intrusion, Access, Video).
• Ability to relate technical knowledge to both technical and non-technical audiences.
• Excellent oral, written and presentation skills for executives and senior officials.
• Must be able to obtain and maintain a DoD Secret clearance.
• Up to 50% travel within DC area and Norfolk, VA.

Responsibilities

• Increase federal market share by selling electronic security products and services.
• Develop account portfolio via prospecting, business development, and capture of solicitations.
• Drive recurring revenue through maintenance and software support renewals.
• Identify cross-sell opportunities for Johnson Controls portfolio across accounts.
• Lead capture management for competitive solicitations and proposals.
• Present and demonstrate solutions to customers to drive opportunities.

Skills

Security sales

Account management

Capturing opportunities

Presentations

Travel up to 50%

Education

Bachelor’s degree in Engineering/Sales/Marketing/Business

Tools

CCure 9000

Lenel

Genetec

Bosch VBMS

Exacqvision

Job description

Job Description

We are seeking an Electronic Security (ESS) Sales Account Executive to join our federal team. At Johnson Control’s we support our nation’s most critical facilities, the people who occupy them, and the missions they enable. Johnson Controls Federal Systems (JCFS) is a specialized team serving as a trusted partner to the federal government. We help modernize 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 experience salesperson responsible for the profitable sales growth of new and existing accounts within in an assigned territory while maximizing customer satisfaction and retention.

Location: Must be based in the Washington D.C. Metro area or Norfolk, VA area (employees 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 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 to expand the sale of security solutions across the account enterprise .
• Drive reoccurring 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, lead and contribute 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 (i.e., 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 the 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

• The ability to obtain and maintain a Department of Defense Secret security clearance required. (This involves a 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
• Knowledge and experience selling a broad range of industry systems; 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 US 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:

At Johnson Controls (NYSE:JCI), we are One Team working collaboratively to create purposeful solutions that make a difference in the world. We are 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 and want to help you succeed. We invest in our employees, provide opportunities for growth and advancement, and foster a culture of inclusion and respect.

To learn more about who we are and what we do, please check out our Take a Journey video.

Johnson Controls is an equal employment opportunity employer and 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. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/careers

Division: JCFS (Johnson Controls Federal Systems)

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