National Key Accounts Sales Manager (East Coast)

Summary
The National Accounts Manager (NAM) is an experienced sales professional responsible for driving significant growth by proactively creating, cultivating, and expanding relationships with our most strategic dealers and key contacts. Reporting directly to the Vice President of Global Accounts, you will lead the charge in managing a portfolio of high-value accounts. This role requires a "Hunter" mentality to forge new relationships, gain mindshare, and aggressively grow Brivo’s revenue within these Key Accounts.
Responsibilities

• Serve as the deep-dive expert on each assigned Key Account. This includes thoroughly understanding their business model, strategic priorities, revenue growth drivers, go-to-market strategies, and key technology influencers.
• Serve as the primary point of contact for all escalations and internal connections within Brivo. Proactively make recommendations and create strategic plans designed specifically to grow the partner's Brivo revenue.
• Establish and cultivate executive-level champions (SVPs, AVPs, and National Account Managers) within each Key Account to drive growth in Recurring Monthly Revenue (RMR) and hardware sales.
• Maintain a deep understanding of the pipeline for each Key Account. Actively connect partners with the appropriate field sales personnel and intervene to help overcome challenges and close opportunities.
• Execute new hire training programs at Key Accounts and host regular updates with Key Account personnel to ensure Brivo remains top-of-mind and to forge new connections within their organizations.
• Develop and execute comprehensive Joint Business Plans with each Key Account, defining clear growth targets and measurable success metrics.
• Conduct regular Quarterly Business Reviews (QBRs) with each Key Account to assess performance, measure success, and identify growth opportunities.
• Provide clear direction to field sales teams on prioritization for branch-level engagement and share crucial local contacts from corporate to optimize outreach.
• Ensure that Brivo’s regional sales plans are aligned with and support key account goals, proactively addressing any deficiencies where necessary.
• Prioritize and justify marketing investments for key accounts by building robust business cases that demonstrate a strong ROI.
• Actively participate in POD calls as needed, providing critical updates and insights regarding Key Accounts.
• Serve as a role model for the company culture, embodying our values in all interactions.

Qualifications

• 5+ years of direct sales experience, with a strong preference for backgrounds in the security industry, SaaS, software sales, or information security.
• Bachelor's Degree required; Master’s Degree or equivalent work experience preferred.
• A proven "Hunter" with a track record of forging new relationships and uncovering new revenue streams within existing accounts.
• Experience in building and managing executive-level and C-suite relationships is essential, with a demonstrated track record of growing large partnerships to drive consistent year-over-year growth.
• Demonstrated track record of consistently meeting and exceeding assigned sales quotas.
• Exceptional interpersonal skills with the ability to effectively communicate, present ideas, and influence C-level executives and key decision-makers on strategic vision and partnership opportunities.
• Strong process and data-driven sales background, with extensive experience utilizing Salesforce to build trackable and repeatable sales processes.
• Highly motivated and self-directed professional capable of building strong working relationships across the business and within target organizations.
• Ability to effectively balance external customer relationship management activities with internal support for daily operations within your areas of responsibility.
• Must be located near a major airport (East Coast region) with a willingness to undertake heavy travel throughout the United States.

The compensation package for this full-time position includes a base salary range of $85,000 - $95,000 ($150,000 OTE). Individual compensation packages are based on job-related skills, experience, qualifications, work location, training, and market conditions. In addition to cash compensation (base salary and, where applicable, incentive or overtime pay), Brivonians enjoy a robust benefits and perks package tailored to their work location. Learn more at www.brivo.com/about/careers.