Senior Account Manager

We are currently recruiting for a Senior Account Manager at Blue Violet Networks in Fountain Valley, CA who will be focused on Physical Security and Division 28 products and services.  The Senior Account Manager who works with prospects to develop a deep understanding of their Physical Security needs and translate those needs into solutions satisfying their demands. 

Essential duties and responsibilities of this position include:

• Initiate contact with prospects via cold calling and assigned accounts/territory;
• Work with prospects to develop a deep understanding of their needs and translate those needs into product requirements that satisfy their demands;
• Conduct onsite or online presentations to prospects that showcase the services and products of the company;
• Work with management and marketing to develop proposals, quotes and respond to public solicitations;
• Effectively communicate features and benefits of solutions and manage prospect expectations;
• Manage the complexity of proposals, contracts, and service level agreements;
• Maintain in-depth product knowledge of the service offerings of the company;
• Perform sales procedures through activities and opportunities in Autotask and remain compliant;
• Attend weekly sales meetings and ensure sales opportunities are compliant with company policy;
• Develop in-depth knowledge of the service catalog and how it relates to customers’ needs;
• Prospect, qualify, and close new physical security opportunities, including CCTV/IP video surveillance, video management systems (VMS) and video analytics; access control and credential management; weapons detection and concealed threat screening; intrusion detection; and visitor management solutions;
• Conduct site walks and security assessments with prospects and technical staff to identify vulnerabilities, coverage gaps, and compliance requirements, and translate findings into recommended solutions;
• Partner with engineering and project management to scope physical security systems, including camera counts and placement, door and reader counts, entry-point screening layouts, cabling, network and storage requirements, and installation labor;
• Present and demonstrate weapons detection technologies, such as AI-based walk-through screening systems, to schools, healthcare facilities, government agencies, venues, and corporate campuses, addressing throughput, privacy, staffing, and operational workflow considerations;
• Sell recurring physical security services, including preventive maintenance and service agreements, cloud-hosted video and access control subscriptions (VSaaS/ACaaS), remote video monitoring, and system upgrades or migrations;
• Maintain relationships with key physical security manufacturers and distribution partners, leveraging their resources for deal registration, demonstrations, and joint selling;
• Respond to RFPs, RFQs, and public bids for physical security projects, including those involving prevailing wage, cooperative purchasing contracts, and grant-funded programs such as school safety grants;
• Coordinate with security directors, facilities managers, IT leaders, and executive stakeholders to align solutions with the customer’s security operations, network standards, and budget cycles;
• Document internal processes and procedures related to duties and responsibilities;
• Responsible for entering expenses in Concur as they occur;
• Understand processes in ConnectWise and Autotask by completing assigned training materials. 

• Outside sales experience with selling any of the following: Physical security solutions, IT services and products, managed IT services or IT consulting;
• Preferred: 5+ years of B2B sales experience selling physical security systems and services such as CCTV/video surveillance, access control, weapons detection, intrusion detection, or integrated security solutions;
• Working knowledge of leading physical security platforms (e.g., Avigilon, Axis, Genetec, Milestone, Verkada, LenelS2, Software House, Brivo, Evolv, or similar);
• Understanding of IP networking fundamentals as they relate to security systems (PoE, VLANs, bandwidth, and video storage) and the convergence of physical security and IT;
• Familiarity with relevant codes, standards, and regulations, such as ADA and fire/life safety requirements for door hardware and egress, NDAA-compliant equipment requirements, and privacy considerations for video and screening technologies;
• Experience selling into vertical markets such as K-12 and higher education, healthcare, government, critical infrastructure, and commercial real estate;
• Industry certifications such as ASIS PSP or CPP, SIA credentials, or manufacturer sales/technical certifications are a plus;
• Valid driver’s license, ability to travel within the territory for site walks and customer meetings, and ability to pass a background check;
• Possess a track record of managing the customer commitment, negotiation, and closings of the sales process;
• Demonstrated level of success in the development of client relationships;
• Enjoy working with customers and external audiences;
• High energy and drive with good negotiation skills;
• Proficient with general office applications;
• Strong organizational, presentation and customer service skills;
• Skill in preparing written communications and materials;
• Interpersonal skills: such as telephony skills, communication skills, active listening and customer care;
• Ability to multi-task and adapt to changes quickly;
• Typing skills to ensure quick and accurate data entry;
• Self-motivated with the ability to work in a fast moving environment.

Minimum Qualifications
•    High School Diploma, or equivalent combination of education/experience
•    A minimum of 5+yrs experience in systems technology sales 
•    Current and valid US driver’s license
•    Must pass pre-employment background check and drug test

Knowledge, Skills and Abilities 
•    Excellent time management, multi-tasking and prioritization skills
•    Ability to complete assigned tasks with minimal supervision
•    Ability to manage deadlines and have excellent follow-up skills in order to drive tasks to completion
•    Must be professional and polished in appearance and be comfortable speaking to Customers, small groups of managers and technical and/or facility personnel
•    The ability to interpret blueprints and specifications
•    Strong analytical and problem – detail-oriented with problem solving skills, organizational skills, and communication skills 
•    Exceptional customer service skills

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this role, the employee is regularly required to talk, hear, and see. The employee is frequently required to stand, walk, use hands to handle or feel objects, and reach with hands and arms. This role requires frequent lifting of items weighing 5–25 pounds and occasional lifting of up to 50 pounds. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this position.

Work Environment 

The work environment characteristics described here are representative of those an employee may encounter while performing the essential functions of this job. This position operates in both a professional office setting and a warehouse environment. The role routinely uses standard office equipment, including computers, phones, photocopiers, filing cabinets, and fax machines. Occasional travel to project sites may be required. Warehouse conditions include proximity to forklifts and other heavy machinery and the use of various tools and hardware. Employees may be subject to frequent heavy lifting and exposure to variable weather conditions, including extreme heat and cold. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this position.

Qualification Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed in this job description are representative of the knowledge, skills, and/or abilities required to fulfill the essential functions of the role. This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions in accordance with the Americans with Disabilities Act (ADA) and applicable state and local laws.