Service Account Executive - Security & Fire

Job summary

The role focuses on growing the enterprise service business by selling maintenance agreements, upgrades, and small projects to new and existing accounts. Key duties include prospecting, mining the customer base for service opportunities, and collaborating with operations to build customized service plans.

Job details

My client, a well-established systems integrator in the physical security space, is looking for an Account Executive to grow their service business at the enterprise level. This is a hunting role. You'll be selling maintenance agreements, upgrades, and small projects into new and existing accounts, with a strong emphasis on service contracts and service agreements rather than one-off system installs. Candidates should come from a service-sales background, ideally with exposure to maintenance or support agreements, upgrade or retrofit projects, and some familiarity with major access control or video management platforms. What You'd Be Doing Prospecting new customers and selling the company's service capabilities - maintenance agreements, upgrades, and small projects within the security line of business (software support, preventative/routine maintenance, small projects, managed services, and cyber assurance). Mining the existing customer base for accounts without an active maintenance agreement, partnering with the broader sales team to demonstrate the value of ongoing service. Partnering with the solutions-sales and operations teams to spot and sell upgrade, retrofit, and enhancement opportunities within accounts that aren't yet using the full service offering. Identifying and qualifying new prospects within an assigned territory, and proactively building relationships with decision-makers, owners, and facility/building managers. Working cross-functionally with vertical business development and enterprise account teams to penetrate target verticals such as education, healthcare, and commercial/industrial buildings. Representing the company at industry events, trade shows, and professional associations to build the brand and pipeline. Translating customer requirements into customized service plans and solutions, working with estimating and operations to build accurate cost proposals. Negotiating favourable terms and conditions - payment timelines, milestones, mobilization - and reviewing contract scope, cost control, and delivery commitments. Keeping the internal execution team informed with clear documentation through the full deal lifecycle - pre-bid, estimating, legal, risk, and handover. Flagging risk early and building mitigation plans to protect margins and delivery timelines. What You'll Bring Strong consultative/value-based selling skills, with a track record of uncovering customer needs and building solutions around them. Comfortable operating independently, proactive, and adaptable when priorities shift. Strong verbal, written, and presentation skills, with the ability to influence stakeholders and build consensus at multiple levels. Demonstrated experience managing large or strategic accounts. Solid negotiation skills and working knowledge of Microsoft Office. General understanding of IT networking principles as they relate to security systems. Requirements 5+ years in account development or sales, ideally including service-based/recurring-revenue sales. Certifications in electronic security are an asset (Lenel, Genetec, CCURE, AMAG, or similar) Background in value-based selling of intangible services (e.g., telecom, software, logistics, networking, print/managed services) is required. Security industry experience is preferred but not mandatory. High school diploma or equivalent; valid driver's license with a clean record. Why This Role About Beyond the compensation package, what stands out about this client is the culture, it's genuinely colleague-focused, with a long track record of investing in the people who work there. On offer: Competitive base salary plus incentive/commission plan Company-paid holidays and paid time off Comprehensive benefits from day one (medical, dental, and more) Employer-matched RRSP contributions Vehicle reimbursement plan Tuition reimbursement Employee/colleague assistance program An annual paid day dedicated to community/volunteer work A safety-first, inclusive work environment

What you’ll do

The role focuses on growing the enterprise service business by selling maintenance agreements, upgrades, and small projects to new and existing accounts. Key duties include prospecting, mining the customer base for service opportunities, and collaborating with operations to build customized service plans.

Requirements

Candidates need 5+ years of experience in account development or sales, specifically with recurring-revenue or intangible services. A high school diploma and a valid driver's license are required, while certifications in electronic security are considered an asset.

Benefits

• Competitive base salary • Incentive/commission plan • Company-paid holidays • Paid time off • Medical insurance • Dental insurance • Employer-matched RRSP contributions • Vehicle reimbursement plan • Tuition reimbursement • Employee/colleague assistance program • Annual paid volunteer day

Listed skills

• Microsoft Office · Preferred
• Consultative Selling · Preferred
• Relationship Building · Preferred
• Contract Negotiation · Preferred
• Cross-Functional Collaboration · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Consultative Selling
• Value-Based Selling
• Account Development
• Contract Negotiation
• Prospecting
• Strategic Account Management
• Relationship Building
• IT Networking Principles
• Microsoft Office
• Service Agreement Sales
• Cross-functional Collaboration
• Pipeline Management

Job areas

• Sales
• Security & Safety
• Management & Leadership
• Consulting
• Technology