Senior Business Development Manager

FCS Security Services, Inc.; Washington (District of Columbia); On-site; USD 180,000 - 260,000; Full time

Job summary

FCS Security Services, Inc. seeks a Senior Business Development Manager to drive national growth in Critical Infrastructure markets.

This role demands 20+ years in security services or related B2B sales, with a proven record of closing enterprise contracts and a strong executive network. Lead end-to-end pursuits, develop territory strategies, and act as a trusted advisor to senior decision-makers across data centers, utilities, telecom, and transportation sectors.

Qualifications

• 20+ years in progressive business development or enterprise sales in security or related services.
• Proven track record closing large, multi-year contracts ($1M+ ACV) with Fortune 500 or government-adjacent clients.
• Established network within Critical Infrastructure verticals and executive stakeholders.

Responsibilities

• Own and drive a national enterprise pipeline targeting Critical Infrastructure clients with contract values typically exceeding $1M ACV.
• Develop and execute a disciplined territory and account strategy aligned with growth objectives.
• Lead full-cycle complex pursuits: opportunity identification, qualification, solution design, executive presentations, negotiation, and close.
• Leverage and expand an existing network of senior decision-makers, procurement executives, and security directors within Critical Infrastructure sectors.
• Serve as a trusted industry advisor, positioning FCS as the preferred partner for complex, layered security programs.
• Travel nationally as required.

Skills

Enterprise sales

Critical infrastructure

Executive engagement

Education

Bachelor's degree in Business or related field

Tools

Salesforce

Job description

OVERVIEW

OVERVIEW

FCS Security is seeking an elite Senior Business Development Manager to lead our national growth strategy within Critical Infrastructure markets. This is a strategic, senior-level role designed for a seasoned professional with 20+ years of experience in security services, government, infrastructure, or related complex B2B sales environments. The successful candidate will be a recognized industry leader — someone who brings deep relationships, a proven record of closing enterprise-scale contracts, and the credibility to represent FCS in highly regulated, high-stakes market segments.

Target verticals include (but are not limited to):

• Data centers and hyperscale campus facilities
• Electric utilities, power generation, and grid infrastructure
• Water and wastewater treatment facilities
• Telecommunications and network infrastructure
• Transportation hubs, ports, and logistics corridors
• Financial and banking critical facilities

COMISSION STRUCTURE

• Uncapped monthly commission structure based on performance.

JOB RESPONSIBILTIES

• Own and drive a national enterprise pipeline targeting Critical Infrastructure clients with contract values typically exceeding $1M ACV
• Develop and execute a disciplined territory and account strategy aligned with FCS growth objectives and ICTS Europe global priorities
• Lead full-cycle complex pursuits: opportunity identification, qualification, solution design, executive presentations, negotiation, and close
• Leverage and expand an existing network of senior decision-makers, procurement executives, and security directors within Critical Infrastructure sectors
• Serve as a trusted industry advisor, positioning FCS as the preferred partner for complex, layered security programs
• Leverage and expand an existing network of senior decision-makers, procurement executives, and security directors within Critical Infrastructure sectors
• Serve as a trusted industry advisor, positioning FCS as the preferred partner for complex, layered security programs

QUALIFICATIONS

• 20+ years of progressive business development or enterprise sales experience in physical security, critical infrastructure, or related services sectors
• Demonstrated track record of closing large, complex, multi-year service contracts ($1M+ ACV) with Fortune 500 or government-adjacent clients
• Deep, established network within one or more Critical Infrastructure verticals (data centers, utilities, government facilities, transportation, telecom, etc.)
• Expert-level knowledge of physical security program design, guarding operations, electronic security systems, and risk mitigation strategies
• Executive presence and polished communication skills; experienced presenting to C-suite stakeholders, boards, and procurement committees
• Advanced RFP/RFI leadership experience including pricing strategy, compliance matrices, and executive summaries for complex pursuits
• Proficiency in Salesforce CRM and Microsoft Office/Teams suite
• Valid Driver's License; ability to travel nationally as required

STRONGLY PREFERRED

• Bachelor\'s degree in Business, Criminal Justice, Security Management, or a related field; advanced degree or executive education a plus
• Active participation in ASIS International, ISACA, NERC, InfraGard, or other relevant professional/regulatory bodies
• Familiarity with CISA security frameworks, NERC CIP standards, or other Critical Infrastructure regulatory environments
• Experience working within or selling to publicly regulated or federally designated Critical Infrastructure sectors
• Prior experience growing a regional or national account portfolio in a security services or facilities services context

TRAVEL

• Bachelor\'s degree in Business, Criminal Justice, Security Management, or a related field; advanced degree or executive education a plus
• Active participation in ASIS International, ISACA, NERC, InfraGard, or other relevant professional/regulatory bodies
• Familiarity with CISA security frameworks, NERC CIP standards, or other Critical Infrastructure regulatory environments
• Experience working within or selling to publicly regulated or federally designated Critical Infrastructure sectors
• Prior experience growing a regional or national account portfolio in a security services or facilities services context