Your team's dynamic:
Genetec is a global leader in unified physical security solutions, providing open-platform software, hardware, and cloud-based services for video surveillance, access control, intrusion, communications and automatic license plate recognition (ALPR).
Our Unified Genetec Solution offers a comprehensive range of capabilities that help agencies and related organizations meet their operational goals, compliance and workflows.
The Federal Account Executive (AE) on this team requires a thorough understanding of federal procurement, compliance, security operations, and Genetec's product portfolio to align solutions with client needs.
What your day will look like:
The primary responsibility of the Federal AE is to grow market share and adoption of Genetec products across Federal, IC and DOD customers. Below are the key areas of focus and estimated time allocations:
- Existing Client Relationship Management (35%)
- Portfolio Expansion - Understand each customer's current environment and long-term goals to proactively expand Genetec product usage
- Product Adoption - Close consumption gaps by helping customers fully use the platform and become strong references
- Customer as a Reference - Turn existing clients into strong references for others.
- New Customers (30%)
- Prospecting - Proactively identify and pursue new business opportunities
- Aligning with the Buying Cycle - Understand where buyers are in the cycle, influence early, and position Genetec in RFI/RFPs when needed
- Contracting - Understand how the potential clients purchase and what contract vehicles they prefer to purchase through. Insure channel partner alignment with these contract vehicles.
- Partner Collaboration (15%)
- Account Planning and Target Accounts - Work closely with SI partners and consultants to align on goals and strategies
- Internal Collaboration - Work closely with Sales engineers to ensure technical accuracy and closure on opportunities. Align with PAEs and the Genetec partner team to minimize conflict and meet customer needs.
- Technology Partners - Collaborate with our technology partners to understand complimentary solutions and customer fit. Stay informed on trends, competitive activities, and emerging technologies. Collaborate to find new potential channel partners and clients.
- Marketing (10%)
- Tradeshows - Attend and contribute to events focused on Federal/DOD/IC verticals as well as major industry trade shows.
- End User Groups - Lead and support regional/national user groups to deepen customer engagement and insight
- Administrative (10%)
- CRM - Maintain disciplined, strategic, and timely CRM activity
- Training and Product Knowledge - Continuously expand product and industry expertise through Genetec resources. Stay informed on market trends, competitive activities, and emerging technologies.
- Internal Systems and Processes - Follow internal tools, processes, and HR systems required for the AE role
More about you:
- Bachelor's degree in Business/Technology or equivalent industry experience in security/tech sales.
- Minimum of 5 years of sales experience in the security industry with a focus on VMS, access control, intrusion and related disciplines.
- Proven track record of selling to federal government agencies, with experience navigating federal procurement processes.
- Established relationships within Federal/DOD agencies and integration partners are a significant advantage.
- Familiarity with Federal compliance a plus (i.e. FIPS 201/HSPD-12, FIPS 140, RMF/ATO, UL, FedRamp)
Great if you have:
- Thorough understanding of federal compliance requirements, security operations, and workflows.
- Strong communication and presentation skills, with the ability to influence decision-makers and build trust.
- Proficiency with CRM tools and Microsoft Office.
- Ability to work independently, manage multiple accounts, and prioritize tasks in a fast-paced environment.
- Certifications: Familiarity with Genetec's platform or certifications in Lenel, Software House, Milestone or similar systems is a plus.
- Other: eligible to pass a low-level federal background check. Valid driver's license.
- Experience with Genetec Security Center or similar unified security platforms.
- Knowledge of federal contract vehicles and systems integrators who are participating (e.g., GSA schedules, MATOCs). Knowledge of integrators with special designations (8a, SDVOB, etc...)
- Participation in industry-specific trade shows or federal security forums.
- Existing relationships with Federal end users and systems integrators.
Let's talk perks!
- Attractive compensation package with 401K match
- Training Tuition Reimbursement Program
- Work-life balance with a flexible working schedule
Still not sure if you check every box, but think it's worth a shot? We love that enthusiasm!
Thank you for your application, but please note that only qualified candidates will be contacted. Head-hunters and recruitment agencies may not submit resumés/CVs through this Web site or directly to managers.
