Director of Business Development – Security
Crane Talent Group, Town of Texas, WI, United States
The company is a smart solutions and infrastructure services company delivering building automation, security systems, and digital infrastructure to the built environment. Founded in the 1990s, the company has focused on creating safer, smarter, and more resilient facilities across healthcare, education, and commercial markets.
The company specializes in integrated solutions including access control, video surveillance, building automation, and lifecycle services—helping clients optimize performance, safety, and operational efficiency.
THE ROLE
The Director of Business Development – Security is responsible for driving revenue growth and market expansion for the company’s security solutions business, including access control, video surveillance, and integrated low-voltage systems.
This is a hunter-builder role focused on developing new client relationships, expanding strategic accounts, and positioning the company as a leading provider of integrated security solutions across target verticals such as healthcare, education (K-12 & higher ed), and commercial/industrial.
The ideal candidate brings a blend of technical security knowledge, consultative sales expertise, and strong network relationships within the security ecosystem.
RESPONSIBILITIES
Business Development & Sales Execution
- Develop and execute a strategic sales plan to grow the company’s security solutions revenue within assigned region/verticals
- Identify, pursue, and close new business opportunities (projects and recurring service contracts)
- Build a strong pipeline across key markets (education, healthcare, municipal, commercial)
- Lead complex, consultative sales cycles involving integrated security and infrastructure solutions
Client & Market Development
- Build relationships with end users, facility leaders, general contractors, consultants, and technology partners
- Position the company early in project lifecycles (design-assist, preconstruction, specification influence)
- Identify and penetrate new accounts while expanding share within existing clients
- Represent the company in industry associations, events, and local market networks
Solution Selling & Technical Alignment
- Partner with engineering and operations teams to develop tailored, value-driven solutions
- Translate customer needs into integrated offerings (access control, VMS, intrusion detection, converged systems)
- Stay current on evolving security technologies, standards, and compliance requirements
Collaboration & Internal Leadership
- Work cross-functionally with operations, estimating, and project teams to ensure seamless execution
- Provide market feedback to leadership on pricing, competition, and product strategy
- Support forecasting, pipeline management, and CRM discipline
QUALIFICATIONS
Experience
- 8–15+ years of business development or sales experience in electronic security, low-voltage, or smart building systems
- Proven track record of winning and closing mid-to-large scale security projects
- Experience selling integrated solutions (access control, video surveillance, PSIM, or BAS/security convergence)
- Strong relationships within target markets (healthcare, education, public sector, or commercial real estate)
Technical & Industry Knowledge
- Familiarity with leading platforms (e.g., Lenel, Genetec, Avigilon, AMAG, etc.)
- Understanding of system integration, structured cabling, and low-voltage infrastructure
- Knowledge of project delivery models (plan/spec, design-build, negotiated work)
Capabilities
- Strong hunter mentality with ability to build pipeline from scratch
- Consultative, solutions-oriented sales approach
- Executive presence and ability to engage senior stakeholders
- High ownership mindset with strong internal collaboration skills