Enterprise Security National Account Manager

Johnson Controls, Inc.; Chicago (IL); On-site; USD 101,000 - 157,000; Full time

Job summary

Johnson Controls, Inc. seeks a driven sales leader to expand a strategic national account in the physical security space. You will manage executive relationships, engage partners, and execute a clear account strategy to grow revenue and hit a $35M annual quota.

You will collaborate with cross-functional teams, maintain Salesforce forecasts, and travel up to 50% to strategic sites and events as needed.

Qualifications

• Bachelor's degree required.
• Minimum 5 years of experience managing National Accounts.
• Proven success managing large revenue targets with a $35M+ quota.
• Experience in physical security solutions (Access Control, Video Surveillance, Integrated Security Systems).
• Strong Salesforce CRM proficiency.
• Excellent presentation, communication, and negotiation skills.
• Ability to engage and influence C-suite executives.
• Willingness to travel up to 50%.

Responsibilities

• Manage and expand strategic national account and partner relationships.
• Develop and execute account strategies to achieve a $35M annual sales quota.
• Identify, qualify, and close new business opportunities within the account.
• Conduct executive business reviews and strategic planning sessions.
• Collaborate cross-functionally to drive customer success and revenue growth.
• Maintain accurate forecasting, pipeline management, and reporting in Salesforce.
• Present updates to executive stakeholders and key partners.
• Travel to strategic customer sites and industry events as needed.
• Own the account plan, quota, and forecast with accountability and follow-through.

Skills

National Accounts

Sales leadership

Executive presence

Negotiation

C-suite engagement

Quota management

Physical security

Access Control

Video Surveillance

Salesforce

Education

Bachelor's degree

Tools

Salesforce CRM

Job description

About us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

What you will do

Johnson Controls is seeking a driven sales leader to grow a strategic national account within the physical security business. This role focuses on executive relationship management, channel growth, and disciplined execution to expand revenue with a key customer and partner ecosystem.

In this role, you will own a strategic national account and work across internal and external stakeholders to deliver strong revenue growth. You will be responsible for building executive-level relationships, managing partner engagement, and executing a clear account strategy to achieve a $35M annual sales quota.

How you will do it

• Manage and expand strategic national account and partner relationships.
• Develop and execute account strategies to achieve and exceed a $35M annual sales quota.
• Identify, qualify, and close new business opportunities within the assigned account.
• Conduct executive business reviews, presentations, and strategic planning sessions.
• Collaborate cross-functionally to drive customer success, solution alignment, and revenue growth.
• Maintain accurate forecasting, pipeline management, and reporting in Salesforce CRM.
• Represent the company at customer meetings, industry events, and partner engagements.
• Provide product updates, overviews, and demonstrations to key stakeholders as needed.
• Travel to strategic customer sites and industry events in support of the account.
• Own the account plan, quota, and forecast with accountability, accuracy, and strong follow-through.
• Stay close to the customer and channel partners, focusing on the opportunities that matter most and removing barriers quickly.
• Use candid business reviews, data, and disciplined problem-solving to improve results every day.
• Work across sales, product, and operations teams with trust and collaboration to move complex opportunities forward as one team.
• Present with confidence to executive stakeholders and translate technical value into clear business outcomes.

What we look for

Required

• Bachelor's degree required.
• Minimum 5 years of experience managing National Accounts.
• Proven success managing large revenue targets, preferably with responsibility for a $35M+ quota.
• Required experience in physical security solutions, including: Access Control Video Surveillance Integrated Security Systems
• Strong Salesforce CRM proficiency.
• Excellent presentation, communication, and negotiation skills.
• Demonstrated ability to engage and influence C-suite executives.
• Highly motivated, results-oriented, and capable of working independently.
• Willingness to travel up to 50%.
• The ideal candidate combines strategic account management expertise, deep physical security knowledge, and executive-level presence to drive growth across key national accounts and channel partners.

Salary Range: HIRING SALARY RANGE: $101,000- 157,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us