Account Executive, Enterprise

Account Executive, Enterprise

Location: Los Angeles, California, United States, San Diego, California, United States, California, United States, Riverside, California, United States, San Bernardino, California, United States

Department: Sales

Workplace: remote

Employment Type: full

Your team’s dynamic:

The Enterprise Account Executive is responsible for identifying, engaging, and securing new enterprise accounts for Genetec. This role focuses on introducing Genetec solutions to high-value organizations, guiding them through the evaluation and adoption process, and transitioning them to a Key Account Manager for long-term growth and expansion.

The Enterprise Account Executive will develop strong relationships with all stakeholders in the buying group and key decision-makers, leveraging a consultative and technical sales approach. This role requires a unique blend of social selling expertise, executive presence, technical aptitude, and business acumen, ensuring that Genetec’s solutions are positioned as the standard for security, safety, and operational efficiency.

Key responsibilities:

Strategic Account Development & Engagement

• Identify and develop relationships with prospective enterprise customers from a targeted list of named accounts
• Utilize a social selling approach to establish credibility and trust with executives in security operations, IT, infosec, and facilities management.
• Develop C-suite relationships, engaging key decision-makers such as CSOs, CIOs, and security technology leaders.
• Act as a trusted advisor, helping customers navigate their security and risk management challenges through data-driven insights.

Technical Sales & Solution Development

• Analyze customer security technology environments, identifying gaps, inefficiencies, and risks in existing security, compliance, and operational processes.
• Develop and maintain an enterprise security landscape map, tracking key elements such as:
• Existing security infrastructure (VMS, ACS, intrusion, LPR, AI analytics, emergency notification, compliance requirements, etc.)
• IT and identity management systems
• Risk and threat profiles (cyber threats, insider threats, environmental risks, compliance risks)
• Lead initial product demonstrations without requiring a sales engineer, engaging SEs only for advanced technical needs.
• Present migration offers, securing commitments to move forward with full deployments.
• Guide customers through a paid Proof of Concept (PoC), validating the business case and demonstrating ROI for Genetec solutions.

Sales Execution & Business Case Development

• Build compelling business cases that quantify the impact of adopting Genetec solutions, including:
  • Cost savings, risk mitigation, and operational efficiency improvements
  • Return on Investment (ROI) calculations
  • Change management and migration planning
  • Understanding of customer’s CAPEX & OPEX budget cycles

• Own the full "land" process, ensuring a smooth transition to a Key Account Manager once Genetec has been established as the new standard.
• Track all engagement activities, relationship mapping, and customer data within Genetec’s CRM.

Collaboration & Thought Leadership

• Work closely with channel partners, technology partners, and consultants to expand engagement opportunities.
• Actively participate in Genetec’s end-user community, driving attendance at vertical and regional events, Genetec events, and executive briefings.
• Partner with internal teams, including sales engineering, marketing, and product management, to refine go-to-market strategies.

What makes you a great fit:

• Proven ability to sell to and influence C-suite executives within enterprise organizations.
• Strong social selling skills – ability to leverage relationships and networks to gain executive access.
• Technical aptitude…