Strategic Account Manager (Enterprise Security)
Posted Updated
Description
- As a Strategic Account Manager, you’ll own a named set of the largest enterprises in the US. You’re responsible for the whole relationship: you lead with security, then expand into inspection and other operational use cases with specialist support. This isn’t a volume-hunting role. You’ll go deep: map every buying center, build executive relationships, and take each account from first trial to multi-site deployment
- Landing large enterprise logos and then expanding into additional teams, departments, business units and locations is a large part of the job. The first deployment is the start of the relationship, not the goal. You’ll lead a dedicated pod of Business Development, Solutions Engineering and Program Management, and you’re accountable for customers who deploy at scale and become public references
- Own a named book of strategic accounts, with a multi-year account plan for each covering stakeholders, business units, sites and expansion path
- Build relationships with CSOs, VPs of Global Security, GSOC leaders and their operations, facilities and risk counterparts
- Land new strategic logos with a well-scoped paid trial or first site deployment that is set up to expand from day one
- Expand systematically after the initial win into new teams, departments, business units and sites, using each deployment as the reference for the next
- Build business cases that put autonomous coverage against the cost of staffed security posts, and position multi-year (5-year) programs
- Lead customers through procurement, InfoSec/vendor risk reviews, MSAs on customer paper, and SLA negotiation
- Direct your account pod (BD, SE, PM) so evaluations succeed and deployment at scale is planned before the contract closes
- Expand from security into inspection and operational use cases, so Skydio becomes the standard across the enterprise as a Force Multiplier
- Develop referenceable customers and case studies with Marketing
- Forecast accurately and manage pipeline in SFDC/Clari
- What success looks like in year one:
- Account plans in place for every named account
- Two or more paid trials running, with at least one converted to a multi-site program
- At least one referenceable customer
- Experience selling physical security, safety or operational technology. Axon, Verkada, Genetec, Milestone, Motorola Solutions, LenelS2 or similar is a strong plus
- Rigorous qualification using MEDDPICC or similar, especially decision process (with documented success criteria) and paper process
- Can lead cross-functional teams without direct authority
- 8–12+ years of enterprise sales, including closing seven-figure, multi-year, multi-site deals with Fortune 500 customers
- Existing relationships with corporate security leaders. Active in ASIS / GSX is a plus
- Startup or high-growth experience preferred
- Based near a major US hub airport
- Required: a proven track record of landing large enterprise logos and expanding them across multiple teams, departments, business units and locations, growing an initial deal into a multi-year, enterprise-wide program. Be ready to walk through specific examples
- Robotics, UAV or emerging technology experience preferred
- Ability to travel 50%+
- Comfortable with long cycles: procurement, legal, security review and executive sign-off across several business units