Integrated Security Senior Account Manager

Job Description

Job Description

Integrated Security Senior Account Manager

Richmond, VA

Hiring a senior account leader to own one of the most visible enterprise relationships in the region. This is not a transactional sales role and it is not a “maintain the account” assignment. You are stepping into an existing 8 figure relationship, and the expectation is to deepen executive trust, expand wallet share, and lead strategically across multiple stakeholders. The person who succeeds here will be technical enough to speak credibly with engineering teams, commercially sharp enough to navigate executive conversations, and emotionally intelligent enough to know when to push and when to stand down. This role requires patience, credibility, and judgment.

What You Get to Do

• Own and grow a strategic enterprise account within the utility and critical infrastructure space
• Operate as the lead quarterback in a team-selling environment alongside senior and junior Sales Engineers
• Build executive relationships above the facilities and operations layer, including direct interaction with C-suite stakeholders
• Drive account expansion opportunities instead of simply responding to inbound requests or RFPs
• Lead technical and commercial strategy across physical security, infrastructure, and utility environments
• Navigate highly regulated utility environments including NERC-CIP considerations
• Work closely with internal leadership to shape long-term account direction
• Help position solutions against established regional competitors
• Bring enough technical depth to challenge assumptions, contribute to solution strategy, and write your own paper when needed
• Travel throughout the territory as needed to maintain executive alignment and operational visibility

What You Have Already Done

• Managed large enterprise or utility accounts where relationships mattered more than aggressive sales tactics
• Carried ownership of complex accounts in the $5M+ range with multiple stakeholders and long security sales cycles
• Worked in regulated environments such as utilities, critical infrastructure, energy, or industrial sectors
• Built trust directly with executive leadership instead of relying solely on procurement or operations contacts
• Partnered closely with technical teams and solution engineers in a consultative sales process
• Demonstrated the judgment to lead conversations while recognizing when restraint is the better move
• Operated with autonomy and accountability without needing constant oversight
• Proven you can be both technical with access control, camera, and video and commercially effective without leaning too far into either side
• Shown a trailblazer mentality by creating momentum inside large accounts instead of inheriting easy growth

Compensation

• Base salary: $130,000 - $150,000
• Commission based on margin

Why You Would Do It

This is one of the more strategic enterprise accounts in the region with significant visibility internally and externally. What matters now is whether someone can elevate the relationship, create executive-level influence, and grow the account thoughtfully over the next several years. The right person will have substantial autonomy, direct exposure to leadership, and the opportunity to shape how a major enterprise relationship evolves. If you are energized by complex enterprise environments, executive trust-building, and technical sales that require patience and credibility, this is the kind of role that becomes career-defining.