Account Manager, Security Sales

VarcoMac, a Legence company

VarcoMac is a leading provider of electrical & power services in the Mid-Atlantic region. Our culture is open, collaborative, innovative and fun– all reflected in recognition of VarcoMac as a ‘#1 Best Place to Work’ on multiple occasions. We foster a work environment that encourages and rewards creative thinking. Our employees are passionate about their work and genuinely love what they do. With diverse areas of expertise, VarcoMac is the ideal place to build your career and develop skills in project management, entrepreneurship, leadership, and life.

Position Overview
VarcoMac LLC is seeking a highly motivated Business Development Manager to drive revenue growth and expand the company's presence across enterprise, commercial, industrial, transportation, government, and hyperscale data center markets. This role is responsible for identifying new business opportunities, developing strategic customer relationships, and growing manufacturer, technology, and channel partnerships that strengthen the company's competitive position.

The Business Development Manager will serve as the primary customer contact throughout the sales lifecycle, develop consultative electronic security solutions, and collaborate with engineering, estimating, project management, and operations teams to ensure successful project execution. This position is accountable for new customer acquisition, strategic account development, partnership expansion, and long-term revenue growth initiatives. The role requires close coordination with internal stakeholders, manufacturer partners, technology providers, consultants, contractors, and end users to deliver exceptional customer outcomes.

Key Responsibilities

• Client & Stakeholder Engagement
  
  • Identify, qualify, and develop new business opportunities through prospecting, networking, referrals, strategic outreach, and industry engagement.
  • Generate new enterprise accounts across commercial, industrial, transportation, government, and hyperscale data center markets.
  • Build and maintain executive-level relationships with end users, consultants, architects, engineers, general contractors, developers, and owner representatives.
  • Serve as the primary customer contact from initial opportunity through project execution and long-term account management.
  • Represent VarcoMac LLC as a trusted advisor and preferred systems integration partner within target markets.
  • Develop and maintain strong customer relationships that support repeat business, multi-site deployments, and long-term account growth.
• Design, Technical, or Operational Execution
  
  • Develop consultative integrated security solutions including:
  • Access Control Systems
  • Video Surveillance (CCTV)
  • Intrusion Detection Systems
  • Perimeter Protection Solutions
  • Visitor Management Systems
  • Intercom Systems
  • Supporting Security Infrastructure
  • Collaborate with engineering and estimating teams to prepare technical proposals, project budgets, scopes of work, and customer presentations.
  • Identify opportunities for service agreements, technology upgrades, lifecycle replacements, and enterprise-wide security initiatives.
  • Monitor industry trends, emerging technologies, and customer requirements to develop innovative security solutions.
• Project & Cross-Discipline Coordination
  
  • Coordinate with engineering, project management, procurement, and field operations teams to ensure successful project delivery.
  • Interface with contractors, consultants, technology providers, and manufacturers throughout the sales and implementation process.
  • Lead contract negotiations and manage opportunities through the entire sales cycle from qualification through project award.
  • Support strategic growth initiatives and market expansion efforts in partnership with executive leadership.
• Strategic Manufacturer & Channel Partnership Development
  
  • Lead the development of strategic relationships with manufacturers, technology providers, and channel partners to expand security offerings and market presence.
  • Identify, evaluate, and establish Authorized Reseller (VAR), Systems Integrator, and Certified Partner relationships with leading security manufacturers.
  • Work directly with manufacturer channel managers and executive leadership to secure new partnerships, certifications, and authorized reseller status.
  • Develop joint business plans, sales initiatives, and go-to-market strategies with manufacturer partners.
  • Coordinate with engineering and training teams to maintain required technical certifications and partner program requirements.
  • Maximize manufacturer-provided resources, pricing programs, sales support, technical assistance, lead referrals, demonstration equipment, and co-marketing opportunities.
  • Represent the company at manufacturer events, partner conferences, industry associations, and trade shows to strengthen strategic alliances.
• Documentation & Communication
  
  • Maintain accurate opportunity tracking, pipeline management, and revenue forecasting within CRM systems.
  • Prepare business development reports, customer presentations, proposals, and executive updates.
  • Communicate customer requirements, project expectations, and market intelligence to internal teams.
  • Facilitate coordination meetings and ensure alignment among sales, engineering, operations, and manufacturer partners.
• Leadership & Resource Management
  
  • Collaborate with executive leadership to develop and execute strategic market expansion plans.
  • Support the pursuit of national and enterprise-level opportunities.
  • Promote a culture of customer service, technical excellence, continuous improvement, and operational integrity.
  • Provide market insights and competitive intelligence to assist business planning and growth initiatives.

Desired Skills and Experience

• Education & Credentials
  
  • Bachelor's degree in Business, Marketing, Engineering, Technology, Security Management, or a related field preferred; equivalent professional experience will be considered.
  • Industry certifications from leading security manufacturers, technology providers, or recognized security organizations are preferred.
  • Valid driver's license and ability to travel as required.
• Experience
  
  • 7+ years of business development, enterprise sales, strategic account management, or electronic security industry experience.
  • Demonstrated success generating new business, developing enterprise accounts, and achieving revenue growth objectives.
  • Experience selling integrated electronic security systems and solutions in commercial, industrial, transportation, government, or data center environments.
  • Proven experience developing manufacturer partnerships, channel relationships, or technology alliance programs.
  • Experience working within cross-functional teams and customer-facing environments.
  • Technical & Professional Skills
  • Strong understanding of electronic security systems, technology platforms, and integrated security solutions.
• Expertise in:
  
  • Genetech, Lenel, or Software House systems
  • Business Development
  • Enterprise Sales
  • Strategic Account Management
  • New Customer Acquisition
  • National Account Development
  • Consultative Solution Selling
  • Revenue Growth Strategies
  • Contract Negotiation
  • CRM & Pipeline Management
  • Market Expansion
  • Customer Retention
  • Manufacturer Relationship Management
  • Channel Partner Development
  • Strategic Alliance Management
  • Strong presentation, communication, and executive relationship management skills.
  • Ability to develop technical proposals and communicate complex solutions to both technical and non-technical stakeholders.
  • Proficiency with CRM platforms, Microsoft Office Suite, and sales forecasting tools.

Additional Notes

• This role may require travel to customer sites, trade shows, manufacturer events, partner conferences, and industry meetings.
• Other duties may be assigned as needed to support business growth objectives and organizational success.
• Position plays a key role in establishing VarcoMac LLC as a preferred electronic security systems integrator and strategic technology partner.
• Salary Range: $150,000 to $160,000.

#LI-AC1 #LI-Onsite

About Legence
Legence (Nasdaq: LGN) is a leading provider of engineering, consulting, installation, and maintenance services for mission-critical systems in buildings. The company specializes in designing, fabricating, and installing complex HVAC, process piping, and other mechanical, electrical, and plumbing (MEP) systems—enhancing energy efficiency, reliability, and sustainability in new and existing facilities. Legence also delivers long-term performance through strategic upgrades and holistic solutions. Serving some of the world’s most technically demanding sectors, Legence counts over 60% of the Nasdaq-100 Index among its clients.

Benefits Overview
Health & Welfare: Company Paid medical, dental, vision, prescription drug, accident & sickness benefit, basic group life and AD&D, and Employee Assistance Program
Time Off Benefits: Paid vacation, company-paid holidays, and paid sick leave
Financial Benefits: 401(k) retirement savings plan

Reasonable Accommodations
If you need assistance or accommodations during the application or interview process, please contact us at [email protected] or your dedicated recruiter with the job title and requisition number.

Employment Eligibility
Candidates must have current work authorization in the U.S.; visa sponsorship is not available for this position.

Third-Party Recruiting Disclaimer
Legence and its affiliates do not accept unsolicited resumes from agencies; any such submissions without a prior signed agreement authorized by Legence Holdings LLC's CHRO or Director of Talent Acquisition will not incur fees and are considered property of Legence.

Pay Disclosure & Considerations
Where pay ranges are indicated, please note that a successful candidate’s exact pay will be determined based relevant job-related factors, including any of the following: candidate’s experience, skills, and qualifications, as well as geographic and market considerations.  We are committed to ensuring fair and competitive compensation for all employees and comply with all applicable salary transparency laws. 

Equal Employment Opportunity Employer
Legence and its affiliate companies are proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), marital or familial status, national origin, age, disability, genetic information (including family medical history), political affiliation, military service, other non-merit-based factors, and any other characteristic protected under applicable local, state or federal laws and regulations.
EEO is the Law