Senior Account Manager - Security & Access Solutions (SAS)

Purpose

• Lead profitable growth of the Security & Access Solutions (SAS) portfolio across South Africa and Sub-Saharan Africa, with a clear mandate to increase market share in commercial security solutions, including Lenel and Onity.
• Build trusted relationships with consultants, specifiers and end users to create demand and influence projects early, while strengthening and expanding the partner network to improve market coverage, capability and opportunity conversion.
• The role connects customer and market needs with sales, product management, engineering, operations and service teams to deliver integrated, outcome-led security solutions.

Portfolio Scope

• Commercial security and enterprise access-control solutions, with particular focus on Lenel and the broader SAS portfolio.
• Hospitality access and locking solutions, with particular focus on Onity and relevant connected guest and property security applications.
• Video surveillance, intrusion detection, perimeter protection, and complementary security devices, software and integrations.
• Integrated security platforms, lifecycle services, modernization and connected-building use cases that expand SAS penetration across South Africa and Sub-Saharan Africa.

Key Responsibilities
Growth & demand creation:

• Own SAS growth across South Africa and Sub-Saharan Africa, delivering annual revenue, gross-margin, pipeline and forecast objectives while increasing market share in commercial security, Lenel and Onity.
• Build senior relationships with consultants, specifiers and end users; create demand, influence specifications early and translate customer security and operational needs into qualified SAS opportunities.
• Lead country, account and vertical plans, whitespace analysis, installed-base conversion, cross-sell, upgrades and competitive displacement programs with the explicit objective of gaining SAS market share.
• Develop opportunity strategies for major pursuits, including stakeholder mapping, value propositions, win themes, commercial positioning, and close plans.

Channel & strategic account management:

• Strengthen and expand the partner network across South Africa and Sub-Saharan Africa, acting as the primary business contact for priority integrators, distributors and selected strategic accounts.
• Develop joint annual business plans with priority partners covering market coverage, Lenel and Onity capability, enablement, certifications, demand generation, pipeline creation and quarterly business reviews.
• Increase partner productivity and geographic coverage through recruitment where needed, pipeline reviews, training, demonstrations, joint consultant and end-user engagement, and targeted market-development campaigns.
• Use market intelligence and partner performance data to identify coverage gaps and recommend partner expansion, rationalization or capability investment by country and vertical.

Solution selling & customer influence:

• Develop sustained relationships with security leaders, facility and IT stakeholders, consultants, engineers, developers, hotel operators, procurement teams and major end users across South Africa and Sub-Saharan Africa.
• Influence consultant specifications and end-user solution architectures at an early stage, positioning integrated SAS solutions and driving preference for Lenel, Onity and the wider commercial security portfolio.
• Coordinate technical discovery, demonstrations, proof-of-concept activity, solution design, proposal development, and executive presentations.
• Negotiate pricing and contractual terms within company policy, protecting value, profitability, compliance, and execution quality.

Operating rhythm & cross-functional leadership:

• Maintain accurate CRM account plans, opportunities, activities, close dates, risks, and next actions; lead routine pipeline and forecast reviews.
• Provide a detailed demand signal to supply-chain and demand-planning teams, highlighting large projects, schedule changes, and exceptional demand.
• Bring structured Voice of Customer and competitive intelligence to offering management and engineering, including integration needs, product feedback, and prioritized NPI requests.
• Coordinate with marketing, presales, customer success, service, legal, finance, and operations to remove obstacles and deliver a consistent customer experience.
• Represent the SAS business at customer events, industry associations, trade shows, partner meetings, and training sessions.

Performance Measures
Expected focus:

• Commercial delivery: Revenue, gross margin, orders, recurring or lifecycle growth, and performance versus AOP.
• Pipeline health: Coverage, stage quality, conversion, velocity, forecast accuracy, and major-opportunity progression.
• Market development: SAS market-share growth, consultant specifications influenced, new end-user logos, installed-base penetration, Lenel and Onity growth, cross-sell, and competitive wins.
• Partner effectiveness: Partner coverage by country, recruited and enabled partners, Lenel and Onity capability, partner-generated pipeline, certifications, joint plans, and productivity.
• Customer outcomes: Consultant and end-user relationships, executive engagement, preferred specifications, solution adoption, retention, references, and satisfaction.

Required Qualifications

• Bachelor's Degree, or equivalent relevant commercial and industry experience.
• Minimum five years of sales, account management, business development, or channel-management experience in security, building technologies, or a related technical industry.
• Demonstrated record of achieving revenue and profitability targets through complex, multi-stakeholder solution sales.
• Working proficiency with CRM, forecasting, presentation, spreadsheet, and standard productivity tools.
• Valid driver’s license and willingness to travel up to 50%, domestically and internationally, as business needs require.

Preferred Experience & Capabilities:

• Strong commercial-security experience, ideally including enterprise access control and hospitality locking solutions; familiarity with Lenel and Onity is highly valued.
• Understanding of enterprise security architectures, system integration, networking fundamentals, cybersecurity considerations, and open protocols or APIs.
• Demonstrated ability to build influential relationships with consultants, specifiers, end users, system integrators, distributors, contractors and technology partners across diverse African markets.
• Ability to create value-based proposals, business cases, executive presentations, and clear technical-commercial narratives.
• Strong negotiation, communication, and stakeholder-management skills across cultures and organizational levels.
• Ability to lead through influence in a matrixed environment and maintain accountability across long, complex sales cycles.
• Knowledge of relevant codes, standards, data-privacy expectations, and future industry mandates within the assigned market.

Leadership Behaviors:

• Customer-first: begins with the customer’s security, operational, and business outcomes.
• Growth-minded: seeks whitespace, challenges assumptions, and converts insight into action.
• Commercially disciplined: balances growth, margin, risk, forecast integrity, and execution quality.
• Collaborative: aligns partners and internal teams around a clear pursuit and account strategy.
• Accountable: follows through on commitments, escalates early, and communicates with transparency.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should send their CV to: using "Senior Account Manager - SAS - Nigeria" as the subject of the mail.

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