Senior Large Commercial Representative
Job Description - EMC Security
Position Summary
The Senior Commercial Outside Sales Representative is responsible for developing new business, managing assigned existing customers, and converting company-generated sales opportunities into profitable projects and recurring revenue for EMC Security. This role supports large commercial and enterprise customers with integrated physical security solutions that may include video surveillance, access control, intrusion detection, intercoms, visitor management, cloud-managed platforms, network infrastructure, service agreements, monitoring, managed services, and lifecycle replacement planning.
This is a senior-level hybrid sales role. The representative is expected to hunt for new business, farm and retain assigned current customers, and professionally manage company-generated leads from first response through close. Success requires disciplined prospecting, account ownership, technical discovery, executive-level communication, CRM accuracy, internal coordination, and the ability to position EMC as a long-term security partner rather than a commodity equipment provider.
Primary Responsibilities1. New Business Development and Prospecting
· Independently generate new large commercial and enterprise opportunities.
· Prospect through direct outreach, referrals, networking, industry associations, manufacturer relationships, property management groups, facility managers, IT leaders, security directors, general contractors, electrical contractors, consultants, and strategic partners.
· Develop target account lists and account penetration strategies for high-value prospects.
· Schedule and conduct in-person meetings, discovery calls, site walks, presentations, and proposal reviews.
· Create opportunities for new installations, system upgrades, takeovers, cloud migrations, service agreements, monitoring, managed services, and hardware-as-a-service programs where applicable.
· Maintain a qualified pipeline of new business opportunities and keep all activity documented in the company CRM.
2. Assigned Current Customer Base Management
· Call on assigned existing EMC commercial and enterprise customers on a consistent and structured basis and maintain relationships
· Identify opportunities for system expansion, replacement, upgrade, takeover, standardization projects, recurring service offerings, and technology refreshes.
· Review existing customer systems for aging equipment, unsupported platforms, service issues, recurring pain points, cybersecurity concerns, and lifecycle replacement needs.
· Coordinate with service, operations, customer success, and project management teams to identify customers requiring additional account attention or proactive sales support.
· Conduct periodic account reviews with high-value customers to discuss system performance, future planning, service needs, and capital budgeting.
· Promote preventative maintenance, service agreements, monitoring, cloud licensing, managed services, and long-term lifecycle planning.
· Protect current EMC relationships from competitor displacement through consistent contact, responsiveness, and account ownership.
· Document all customer contact, account activity, opportunities, risks, and next steps in the CRM.
3. Company-Generated Lead Management
· Respond promptly and professionally to assigned company-generated commercial and enterprise leads.
· Qualify each lead for need, urgency, budget, decision process, site location, project scope, timing, and fit with EMC capabilities.
· Schedule discovery calls, site visits, customer meetings, and technical reviews as appropriate.
· Convert qualified leads into proposals, projects, service agreements, monitoring, cloud licensing, and recurring revenue.
· Professionally disqualify poor-fit leads while preserving EMC’s brand reputation and customer experience.
· Maintain timely follow-up on all assigned leads and prevent company-provided opportunities from stalling due to lack of sales ownership.
· Update lead status, activity notes, next steps, close probability, and forecast information in the CRM.
· Provide feedback to sales leadership and marketing regarding lead quality, lead sources, customer trends, and conversion barriers.
4. Customer Needs Analysis and Technical Discovery
· Lead a structured discovery process for complex facilities, campuses, multi-site organizations, and enterprise customers.
· Identify customer pain points related to risk, safety, compliance, system obsolescence, labor limitations, reporting needs, network requirements, service history, and operational efficiency.
· Evaluate existing physical security systems, infrastructure, cabling, power, network readiness, user administration, credentialing needs, camera coverage, access control requirements, and customer expectations.
· Coordinate with sales engineering, estimating, operations, manufacturer partners, and technical subject matter experts to define the correct solution approach.
· Translate operational problems into technical, financial, and lifecycle-based recommendations.
· Help customers understand the difference between commodity security products and fully integrated enterprise physical security solutions.
5. Solution Selling and Proposal Development
· Develop complete solution strategies involving access control, surveillance, intrusion, intercoms, visitor management, cloud platforms, network infrastructure, emergency communications, monitoring, service agreements, and managed services.
· Work with sales engineering and operations to develop accurate scopes of work, system designs, labor assumptions, project timelines, exclusions, alternates, and budgets.
· Prepare and present professional proposals, pricing summaries, executive summaries, phased implementation plans, and renewal or upgrade options.
· Explain technical solutions clearly to both technical and non-technical stakeholders.
· Present risk reduction, lifecycle value, ROI, standardization benefits, compliance considerations, service continuity, and operational outcomes.
· Manage proposal revisions, scope clarifications, objections, competitive positioning, procurement requirements, and executive-level closing discussions.
· Protect company margin by avoiding undocumented promises, vague scope commitments, and unapproved exceptions.
6. Account Growth, Retention, and Recurring Revenue
· Treat the current customer base as a strategic revenue source and long-term relationship asset.
· Develop account plans for assigned high-value customers and multi-site organizations.
· Identify cross-sell and upsell opportunities across surveillance, access control, intrusion, intercoms, cloud-managed systems, monitoring, managed services, and preventative maintenance.
· Identify at-risk customers and escalate service, project, or relationship concerns before the account is damaged.
· Support customer retention by staying visible, responsive, and consultative.
· Help customers budget for phased projects, refresh cycles, standardization, and lifecycle replacement.
· Expand single-site relationships into multi-site or enterprise-standardized accounts when applicable.
7. Internal Coordination and Project Turnover
· Collaborate with sales engineering, estimating, operations, project management, service, customer success, finance, and executive leadership.
· Provide clear internal handoff documentation after project award, including scope, assumptions, exclusions, customer expectations, project risks, schedule drivers, and decision-maker history.
· Participate in project turnover meetings and support the internal team during kickoff when customer context is needed.
· Support contract clarification, change order discussions, collections support, and customer escalations when sales involvement is required.
· Follow company standards for pricing, approvals, margin protection, contract review, proposal documentation, and project transition.
Required Experience
· Minimum of 5 years of outside B2B sales experience.
· Minimum of 3 years selling commercial, large commercial, enterprise, technology, construction, security, fire, low-voltage, network, or building systems solutions.
· Proven ability to sell projects with complex scopes, multiple stakeholders, and longer sales cycles.
· Experience developing self-generated opportunities and managing assigned leads or existing customer accounts.
· Experience using a CRM to manage activity, pipeline, forecasting, contacts, opportunities, and account information.
· Strong presentation, negotiation, written communication, and follow-up skills.
· Ability to read basic floor plans, participate in site walks, mark up customer needs, and communicate requirements to technical teams.
· Ability to manage multiple opportunities at different stages while maintaining accurate documentation and timely customer communication.
· Understanding of customer procurement, budget cycles, competitive bidding, contract review, and project approval processes.
Preferred Experience
· Experience selling integrated physical security systems.
· Familiarity with access control, video surveillance, cloud security platforms, intercoms, intrusion systems, visitor management, monitoring, and network infrastructure.
· Experience selling to enterprise, commercial real estate, multifamily, industrial, healthcare, education, logistics, government, utility, or institutional customers.
· Familiarity with platforms such as Avigilon, Genetec, Axis, Hanwha, Aiphone, Mercury-based access control, Brivo, Openpath/Alta, LenelS2, Software House, AMAG, Milestone, or comparable systems.
· Experience selling recurring revenue products such as service agreements, monitoring, cloud licensing, managed services, preventative maintenance, or hardware-as-a-service.
· Experience working with general contractors, electrical contractors, consultants, A&E firms, manufacturer representatives, and distributor partners.
· Knowledge of low-voltage construction processes, project phasing, submittals, change orders, commissioning, training, and project turnover requirements.
Compensation Structure
Compensation should reward profitable revenue generation, account growth, recurring revenue creation, and disciplined sales execution. A typical structure may include:
· Base salary.
· Commission on gross revenue.
· Accelerators for exceeding quota or strategic recurring revenue targets.
· Bonus opportunity tied to managed services, service agreements, cloud licensing, and monitoring.
· Vehicle allowance
· Benefits package.
Physical and Travel Requirements
· Regular local and regional travel to customer sites, prospect meetings, account reviews, networking events, and project meetings.
· Ability to walk commercial facilities, construction sites, warehouses, campuses, parking areas, rooftops, and mechanical/electrical rooms when required.
· Ability to participate in site surveys, customer meetings, project turnover meetings, and executive presentations.
· Valid driver’s license and reliable transportation required.
· Ability to use a laptop, CRM, proposal tools, mobile phone, and video conferencing platforms.
Pay: $70,000.00 - $160,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee discount
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Referral program
- Vision insurance
Application Question(s):
- Have you designed, priced and proposed an access control system?
Work Location: On the road
