Global Business Development Manager

Position Summary

The Global Business Development Manager is responsible for expanding Stone Security’s enterprise footprint by winning and growing strategic national and global accounts that value modern, open-platform security integration. This role targets multi-site organizations operating across multiple states and countries, aligning Stone’s core partnerships with Axis, Milestone, LenelS2, and Wesco to deliver standardized, scalable programs.

This position works closely with the Global Sales and Business Development, Global Projects and Operations teams to ensure that pursuit strategy, scope, and delivery are tightly aligned before contract award, protecting schedule, quality, and gross margin. Success is measured by profitable, repeatable business that advances Stone’s mission to be the most trusted and sought-after security integrator in the world and reinforces our reputation for loyal, partnership-driven relationships.

Key Responsibilities

Strategic Account Development

• Identify, pursue, and secure new enterprise and multi-site accounts that value open-platform, best-of-breed solutions over proprietary ecosystems.
• Develop executive-level relationships with security, facilities, IT, and procurement stakeholders to position Stone as a long-term, trusted partner rather than a transactional vendor.
• Build multi-year account strategies focused on standardization, expansion to additional sites, and recurring services such as maintenance, support, and cloud or managed offerings.
• Manage the full sales lifecycle from targeted prospecting and qualification through solution development, proposal, and contract execution.

Revenue Growth and Pipeline Management

• Build and manage a robust pipeline aligned with Stone’s growth objectives, national VAR strategy, and global expansion priorities.
• Maintain disciplined forecasting and CRM hygiene to provide clear visibility to executive leadership on enterprise pursuits and run-rate opportunities.
• Collaborate with estimating, engineering, and the Global Projects and Operations team to shape pursuit strategy, budgets, and proposals that reflect Stone standards and delivery models.
• Ensure scopes of work are executable, scalable, and aligned with Stone’s operational capacity and margin expectations across all regions.
• Lead negotiations of pricing, contract terms, and MSAs, protecting Stone’s brand, partnership commitments, and long-term relationship value.

Enterprise Security Solutions

• Position Stone as a modern security integrator delivering integrated video surveillance, access control, intrusion detection, intercom, cloud, and emerging technologies such as analytics and weapons detection.
• Leverage Stone’s deep specialization in Axis cameras, Milestone XProtect VMS, and LenelS2 access control to design high-functioning, flexible, and future-ready systems.
• Develop standardized security technology stacks and deployment playbooks that can be replicated across national and global portfolios.
• Align with project leadership to create repeatable rollout models that use Stone’s Global Technology Center, regional offices, and partner network to deliver consistent quality at scale.

Cross-Functional Collaboration

• Partner with the Global Projects and Operations team to validate scope, schedule, and resource requirements prior to award, ensuring smooth handoffs and predictable delivery.
• Participate in internal kickoff meetings for awarded enterprise accounts, clearly communicating customer expectations, standards, and success criteria.
• Maintain regular communication with operations, support, and manufacturer partners to safeguard schedule, quality, and gross margin while reinforcing Stone’s reputation for exceptional customer experience.
• Support executive leadership on strategic pursuits, technology-center demonstrations, and key customer engagements that showcase Stone’s modern security integration vision.

Qualifications

• Bachelors Degree or equivalent experience, 5 years of enterprise business development or strategic account sales experience within the physical security integration or closely related technology industry.
• Proven success selling and growing integrated solutions built around access control, video surveillance, and intrusion systems, ideally with Milestone, Axis, and LenelS2.
• Experience working with national or multi-site customers, including navigating complex stakeholder environments and multi-phase rollout programs.
• Strong understanding of RFP processes, MSAs, and complex contract negotiations for large enterprise or global accounts.
• Demonstrated ability to work cross-functionally with operations, engineering, and executive teams in a fast-growing, partnership-driven environment.
• High level of professionalism, communication, and organizational skills, with a proactive, customer-first mindset aligned to Stone’s mission and values.
• Ability to travel nationally (and occasionally internationally) as required to support strategic pursuits, customer visits, and technology-center events.