My client, a well-established systems integrator in the physical security space, is looking for an Account Executive to grow their service business at the enterprise level. This is a hunting role. You'll be selling maintenance agreements, upgrades, and small projects into new and existing accounts, with a strong emphasis on service contracts and service agreements rather than one-off system installs.
Candidates should come from a service-sales background, ideally with exposure to maintenance or support agreements, upgrade or retrofit projects, and some familiarity with major access control or video management platforms.
What You'd Be Doing
- Prospecting new customers and selling the company's service capabilities - maintenance agreements, upgrades, and small projects within the security line of business (software support, preventative/routine maintenance, small projects, managed services, and cyber assurance).
- Mining the existing customer base for accounts without an active maintenance agreement, partnering with the broader sales team to demonstrate the value of ongoing service.
- Partnering with the solutions-sales and operations teams to spot and sell upgrade, retrofit, and enhancement opportunities within accounts that aren't yet using the full service offering.
- Identifying and qualifying new prospects within an assigned territory, and proactively building relationships with decision-makers, owners, and facility/building managers.
- Working cross-functionally with vertical business development and enterprise account teams to penetrate target verticals such as education, healthcare, and commercial/industrial buildings.
- Representing the company at industry events, trade shows, and professional associations to build the brand and pipeline.
- Translating customer requirements into customized service plans and solutions, working with estimating and operations to build accurate cost proposals.
- Negotiating favourable terms and conditions - payment timelines, milestones, mobilization - and reviewing contract scope, cost control, and delivery commitments.
- Keeping the internal execution team informed with clear documentation through the full deal lifecycle - pre-bid, estimating, legal, risk, and handover.
- Flagging risk early and building mitigation plans to protect margins and delivery timelines.
What You'll Bring
- Strong consultative/value-based selling skills, with a track record of uncovering customer needs and building solutions around them.
- Comfortable operating independently, proactive, and adaptable when priorities shift.
- Strong verbal, written, and presentation skills, with the ability to influence stakeholders and build consensus at multiple levels.
- Demonstrated experience managing large or strategic accounts.
- Solid negotiation skills and working knowledge of Microsoft Office.
- General understanding of IT networking principles as they relate to security systems.
Requirements
- 5+ years in account development or sales, ideally including service-based/recurring-revenue sales.
- Certifications in electronic security are an asset (Lenel, Genetec, CCURE, AMAG, or similar)
- Background in value-based selling of intangible services (e.g., telecom, software, logistics, networking, print/managed services) is required.
- Security industry experience is preferred but not mandatory.
- High school diploma or equivalent; valid driver's license with a clean record.
Why This Role
About
Beyond the compensation package, what stands out about this client is the culture, it's genuinely colleague-focused, with a long track record of investing in the people who work there. On offer:
- Competitive base salary plus incentive/commission plan
- Company-paid holidays and paid time off
- Comprehensive benefits from day one (medical, dental, and more)
- Employer-matched RRSP contributions
- Vehicle reimbursement plan
- Tuition reimbursement
- Employee/colleague assistance program
- An annual paid day dedicated to community/volunteer work
- A safety-first, inclusive work environment
