Location: Arizona or California Bay Area
Headquarters: Walnut Creek, California
Job Type: Full-Time | Field-Based | Territory Sales | Hybrid
This position is field-based and will support assigned territories across Arizona and portions of the California Bay Area. Candidates must reside within or near their assigned territory and be available for regular local travel. The company’s headquarters is located in Walnut Creek, California.
Position Overview
Our client, a nationally recognized provider of professionally installed security and monitoring solutions, is seeking a driven and consultative Business Development Manager to generate new commercial business within an assigned territory.
This individual will identify, develop, and close opportunities with small and midsized businesses, commercial property owners, property managers, developers, contractors, and other qualified organizations.
The Business Development Manager will sell comprehensive security and property technology solutions, including video surveillance, access control, intrusion detection, professional monitoring, fire and life-safety solutions where available, and related managed services.
This is a field-based new-business sales role requiring consistent prospecting, disciplined pipeline management, strong business acumen, and the ability to build relationships with business owners and executive-level decision-makers.
Key Responsibilities Business Development and Prospecting
- Identify and develop relationships with business owners, executives, property owners, property managers, developers, contractors, and other decision-makers.
- Create and execute a territory development plan targeting priority accounts, industries, referral partners, and market opportunities.
- Generate new opportunities through cold calling, email outreach, field prospecting, networking, referrals, industry events, and strategic partnerships.
- Establish referral relationships with commercial real estate professionals, insurance professionals, contractors, property managers, technology providers, and community partners.
- Maintain consistent prospecting activity to meet pipeline, sales revenue, installation revenue, and recurring monthly revenue goals.
Consultative Sales and Solution Development
- Conduct discovery meetings to understand prospects’ operations, security risks, technology environments, budgets, and decision-making processes.
- Perform physical surveys of commercial locations, including offices, retail stores, warehouses, multifamily communities, construction sites, and parking facilities.
- Collaborate with technical, operations, and installation teams to develop appropriate customer solutions.
- Recommend integrated solutions involving video surveillance, access control, intrusion detection, professional monitoring, connected technology, and managed services.
- Prepare and present proposals, scopes of work, demonstrations, and financial justifications.
- Manage opportunities through the complete sales process, from initial prospecting and qualification through contract execution.
- Negotiate pricing and commercial terms while protecting profitability, recurring revenue, and customer value.
Pipeline and Account Management
- Develop account strategies for targeted prospects and strategic opportunities.
- Identify economic buyers, decision criteria, approval processes, competitive risks, and required next steps.
- Build relationships with multiple stakeholders within each targeted account.
- Maintain accurate prospecting, proposal, pipeline, and forecasting information in Salesforce.
- Meet company expectations for CRM usage, pipeline coverage, opportunity progression, and forecast accuracy.
- Participate in sales meetings, pipeline reviews, coaching sessions, forecasting discussions, and training.
- Support a smooth handoff to operations, installation, service, and customer onboarding teams.
Market Development
- Represent the organization at industry events, business associations, networking functions, and community events.
- Increase awareness of the company’s commercial security capabilities within the assigned territory.
- Monitor competitors, pricing, technology offerings, customer trends, and market developments.
- Identify opportunities for new partnerships, industry-specific programs, and alternative sales channels.
- Represent the company with professionalism, responsiveness, integrity, and a strong commitment to customer service.
Required Qualifications
- Minimum of five years of successful B2B consultative sales experience.
- Demonstrated ability to generate new business through self-directed prospecting and relationship development.
- Proven record of meeting or exceeding sales quotas and revenue goals.
- Experience presenting and selling to business owners, executives, and senior decision-makers.
- Ability to understand customer needs and translate them into effective business and technology solutions.
- Strong negotiation, presentation, verbal communication, and written communication skills.
- Experience managing complex opportunities involving multiple stakeholders and extended sales cycles.
- Strong territory management, organization, pipeline management, and follow-up skills.
- Experience using Salesforce or another CRM platform.
- Ability to work independently while collaborating with technical, operational, and leadership teams.
- Valid driver’s license, reliable transportation, and ability to travel throughout the assigned territory.
- Ability to safely conduct site surveys in offices, warehouses, parking structures, construction areas, rooftops, and equipment rooms.
Preferred Qualifications
- Bachelor’s degree in business, marketing, communications, technology, or a related field.
- Experience selling commercial security, access control, video surveillance, fire and life-safety systems, telecommunications, building technology, or managed services.
- Experience selling solutions that combine upfront installation revenue with recurring monthly revenue.
- Knowledge of commercial real estate, multifamily housing, construction, retail, professional services, or small and midsized business markets.
- Existing relationships within the local property management, construction, commercial real estate, or business community.
- Experience developing referral partnerships or selling through channel-based organizations.
- Familiarity with structured sales methodologies such as MEDDIC or MEDDPICC.
Core Competencies
- New-business development
- Consultative selling
- Territory planning
- Executive-level communication
- Pipeline management
- Negotiation and closing
- Financial and business acumen
- Technical curiosity
- CRM discipline
- Resilience and persistence
- Customer focus
- Cross-functional collaboration
Work Environment
This position operates primarily in the field and requires regular travel throughout the assigned territory. The Business Development Manager will meet prospects and customers at commercial facilities, attend local networking and industry events, and collaborate with internal teams to develop customer solutions.
Some evening events, association meetings, and customer appointments may be required.
Why Join?
This is an opportunity to represent a highly recognized and trusted organization while building a commercial market, developing meaningful customer relationships, and selling technology solutions that help businesses protect their people, properties, and operations.
Our client is an equal opportunity employer. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other status protected by applicable law.
Pay: Up to $100.00 per hour
Work Location: Hybrid remote in Tempe, AZ 85288
