Director, Integrated Security Sales at G4S Secure Solutions (USA)

Opportunity Snapshot

Top reasons to consider aligning your career with G4S.

Offer unparalleled innovation and integrated solutions at a scale that is unmatched in our industry

The entrepreneurial drive of a true hunter, experience selling into regulated industries, and a proven ability to develop solutions that help customers. If this sounds like you, this position offers you some great opportunities. You will:

• Play a key role as we build out our national account sales team through both direct sales and providing strategic leadership.
• Leverage a strong market differentiator -- while our competitors merely offer a service, we drive results by addressing specific needs, leveraging a portfolio of integrated solutions. 
• Control your earnings potential -- not only do we offer a generous commission plan, but there are significant penetration prospects in the market, including hospitals, skilled nursing facilities, clinics and more.
• Join a positive, collaborative team that holds itself to high expectations, resulting in the highest customer retention rates in the industry.
• Showcase your potential to take on additional responsibilities and advance in our growing global organization.

G4S is committed to delivering industry-leading, innovative integrated security solutions with outstanding customer service that mitigate risk and add value to clients in just about every industry. With 546,000 colleagues, we are one of the world's largest private sector employers. As the security environment has become increasingly complex due to evolving geopolitical, cyber and corporate threats, G4S has maintained its focus to drive industry best practices and standards through its innovative integrated security solutions, protecting both colleagues and customers with care and integrity.

The Requirements

Find out what it takes to thrive in this role.

To meet the basic qualification for this role, you will have legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship. In addition, to be a good fit for the Director, Integrated Security Sales opportunity, you will have:

• A bachelor's degree in Business, Marketing, Criminal Justice or another related field, or an equivalent combination of experience and directly relevant experience.
• 5+ years of solution selling at senior levels within Fortune 500 or comparable enterprise organizations, including:
  • Experience selling into the technology, energy, retail and/or logistics industry.
  • Experience selling into regulated industries where security is critical.
  • Experience selling contracted, ongoing services is strongly preferred.
• A solid track record of meeting or exceeding sales goals year over year, leveraging an understanding of value-drivers, trends and regulations in the various industries.
• A demonstrated ability to identify opportunities and recommend solutions incorporating integrated services and products.
• Proven relationship-building and consultative selling skills, including the ability to navigate complex organizations with multiple stakeholders. 
• An understanding of the security services market that encompasses a variety of security service lines.
• Technical savvy to discuss hardware and software solutions with clients.
• Solid analytical and negotiating skills.
• Proficiency with MS Office, Google Office and Salesforce or other customer relationship management applications.

Just as important will be the following competencies and characteristics:

• Strong self-motivation, an entrepreneurial spirit and a drive for results.
• A collaborative approach -- in our model, all wins are team wins.
• Outstanding listening skills and the ability to think on your feet.
• A compelling presence and polished presentation skills.
• Effective oral and written communication skills.
• Solid organization and planning abilities.
• Strong problem solving skills.

Our preference is that you are based in the West, although you might be based anywhere in the continental US, near to a major airport. For now you will travel about 25% of the time, and once COVID-19 restrictions are lifted, you will travel up to 75% of the time.

Pictured: Secure Trax integrates G4S' proprietary reporting technologies to provide clients with multi-faceted reporting and real-time communication throughout the security program. G4S Security Officers use Secure Trax to log incidents, track post coverage and provide clients with actionable information for immediate use.

The Role

If you meet the minimum qualifications, feel free to apply at any time. If you'd like some additional details about the role, please read below.

You'll be responsible for increasing business opportunities and driving sales to major multinationals in North America. This will include proactively targeting major national companies (Fortune 500/1000) to connotatively sell the broadest range of G4S services to the client, using a consultative risk-based approach and leveraging technology, software, risk consulting and labor services. 

You'll focus on high level consultative and relationship sales, and work with customers to develop integrated security solutions that leverage all G4S service lines and provide customers with security solutions that mitigate security threats, balance security risk and seek to reduce their total cost of security ownership. In addition, you'll work with all sales teams in North America to bring in subject matter expertise as needed. This will include working with Regional Vice Presidents of Sales, Business Development Managers, Key Account Managers and others.

You will be targeted to generate about $15m+ ACV annually (a minimum of $7m in-year). More specifically, you will:

• Gain about $15m to $20m all-commodity volume in new sales year-on-year.
• Develop comprehensive targeting strategy for F500/1000 companies and work with other sales teams to prioritize targets, especially those with integrated security opportunities.
• Build a realistic pipeline of opportunities to better guarantee achievement of targets and maintain an accurate sales forecast.
• Maintain full opportunity management process (we call it the G4S Way) in Salesforce and report monthly on sales performance.
• Build a collaborative working relationship with sales leaders/sales teams across the region.
• Develop and write bid strategy documentation and customer contract approvals to support internal approval processes for large/complex deals.
• Support bid preparation activities, such as executive summaries, technical responses, pricing, etc.

Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.

Why Join Us

More great reasons to build a career home with us.

Make your mark
You'll be the most senior sales professional on the national account team, and we'll look to you to share your expertise and insights to help the entire team be more effective.

Career development
We hire with an eye on the future. G4S offers an outstanding training program and a commitment to developing employees and promoting from within whenever possible. In addition, with operations in 100 countries, your career horizon is virtually unlimited.

Great environment
You will find genuinely good people at G4S, people who believe in teamwork, in getting things right, in transparency and more. These are just some of the reasons we have many long-tenured employees -- people who join us tend to stay.

Always innovating
Our success in a highly competitive market depends on our staying on the leading edge. We're committed to continuous improvement across the organization, and you'll be able to showcase your own creativity as you develop new ways to build business and increase efficiencies.

Industry recognition
G4S's dedication to excellence was highlighted in 2019 with a number of accolades:

• We were named Outstanding Contract Security Company by the Outstanding Security Performance Awards.
• The National Safety Council recognized G4S Secure Integration with their Industry Leader Award for the fourth consecutive year.
• We were named Military Friendly's® Military Friendly Employer for the tenth consecutive year.
• We earned a spot-on Training Magazine's Top 125 Training Organizations and also received the Learning! 100 Award from Elearning! Magazine.

Excellent compensation
In addition to a competitive salary, we offer employees the opportunity to make choices regarding major medical, dental, vision, life and other insurance plans. Benefits also include a 401(k) plan, paid time off and more. We'll also provide a company vehicle, laptop, smartphone and more.

Road to Success

Explore the characteristics that will enable you to stand out.

If you are the person we're looking for, you are driven, ambitious and entrepreneurial. You have a presence that projects credibility and invites engagement, enabling you to "own the room." You have the analytical skills to understand customer's goals and needs, create solutions that drive value, and present these solutions in a compelling and articulate manner.

It should be clear by now that this is not a lone wolf role. Our sales processes depend on teamwork so, in addition to building strong relationships with clients, you'll need to build them with key internal contacts. In many ways you will be the quarterback, calling the plays, ensuring everyone does their part, and keeping the team moving forward.

In addition, in order to be an outstanding Director, Integrated Security Sales, you will:

• Own the big picture for national account sales, but also pay attention to details.
• Navigate customer's complex organizations effectively, engaging all key stakeholders.
• Combine analytical thinking with creativity in developing solutions
• Stay one step ahead of emerging trends in security and across the industries we serve.
• Remain flexible and adaptable as the industry, our company and your role evolve.
• Demonstrate initiative and passion.