Strategic Accounts Manager

About the roleEdwards / Kidde Commercial, business brands of Kidde Global Solutions, Strategic Accounts organization is currently searching for a dynamic Strategic Accounts Manager (SAM) to manage and increase sales of fire alarm, air sampling smoke detection, & emergency call / mass notification solutions to clients in the Data Center / Semiconductor, Hospitality, and Modular Construction verticals. This is a remote field position, and all locations will be considered.

The primary responsibility of the SAM is to drive incremental solution sales, which are delivered by the Edwards and Kidde Commercial channel partner networks, achieving an annual Sales target by developing, implementing, and executing a Strategic Account plan that achieves or exceeds the vertical segment plan. Experience developing and managing strong owner/executive relationships with C-suite and corporate headquarters personnel, consulting engineers, and general contractors / developers. The SAM must be capable of flexibly pivoting across these verticals, adapting account strategies and stakeholder messaging to address the distinct buying processes, technical requirements, and project delivery structures unique to each segment.

Key Responsibilities:

Account Management: Build and manage relationships with key stakeholders across design, construction, ownership, and operations to position Edwards and Kidde Commercial solutions in new and replacement projects. Key stakeholders include:

Data Center / Mission Critical: Engineering firms, hyperscale and colocation owners/operators, and senior design, construction, project, and operations leaders.

Hospitality: Brand and ownership executives, design and construction leaders, facilities teams, property managers, and design consultants.

Modular Construction: Modular manufacturers, general contractors, developers, and owners.

Collaboration: Partner with sales and technical teams to align strategies and deliver solutions that support customer goals across target verticals.

Consultation: Advise engineers, architects, and decision makers on standardization, fire and life safety requirements, and applicable codes and brand standards.

Solution Design and Support: Assess client needs and support tailored solutions, specifications, and presentations across varied project delivery models.

Strategic Planning: Develop and maintain account plans aligned to customer goals, buying criteria, and value drivers.

Vertical Market Agility: Adapt strategy and messaging across Data Center / Mission Critical, Hospitality, and Modular Construction segments.

Client Needs Analysis: Use consultative selling and active listening to identify priorities and recommend solutions that fit stakeholder needs.

Complex Account Management: Manage relationships across large organizations and multi-site project portfolios.

Market Engagement: Participate in industry events and internal initiatives to expand relationships and stay current on market trends.

Opportunity and Demand Generation: Identify new opportunities, expand demand, and grow market share within target segments.

Basic Qualifications:

5+ years of selling experience, preferably 2 to 3 years of executive/end client/C-suite level sales experience in fire/life safety or equivalent type industry

Demonstrated experience or strong working knowledge in at least one of the following verticals: Data Center / Mission Critical, Hospitality, or Modular Construction.

Experience in a consultative selling environment; active listening skills to identify client needs, build long-term relationships, and deliver tailored solutions that drive measurable business outcomes.

Valid Driver’s License.

Travel Required 70%.

Proficient in Microsoft O365 and collaboration/webinar tools (Zoom, Microsoft Teams, etc.) and SalesForce.

Proficiency in speaking English

Preferred Qualifications:

Bachelor’s Degree preferred.

Technical certification, associate degree, or higher preferred.

Experience calling on hospitality ownership groups, hotel brand management companies, and hotel design & construction teams.

Experience calling on electrical and fire protection engineers supporting designs and construction companies involved in designing and building data centers and semiconductor facilities.

Familiarity with modular construction delivery methodologies, manufacturers, and the associated procurement process.  

Strong consultative selling skills and demonstrated ability to manage large, complex corporate accounts across multiple simultaneous verticals.

Demonstrated ability to engage C-Suite and Director of Engineering decision makers, understand customer business objectives, define relevant solutions, and communicate value-added benefit effectively.

Proven ability to influence and work effectively across all levels of an organization.

Organized with strong attention to detail, while able to manage multiple priorities across distinct vertical segments.