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Education Solutions Sales Executive - Indianapolis
Position Summary
Fairchild Communication Systems, Inc. seeks a relationship-driven, technically capable Education Solutions Sales Executive to grow our K-12 and higher-education market. This role owns customer development and solution sales for Division 27 Communications and Division 28 Electronic Safety and Security scopes, from early discovery and budgeting through proposal, award, handoff, and long-term account growth.
The position will work closely with school corporations, colleges and universities, architects/engineers, technology leaders, facilities teams, and Fairchild Communication Systems, Inc. operations to develop complete, coordinated low-voltage solutions.
Primary Market Focus
K-12 Education: Public and private school districts, individual schools, career/technical centers, administrative facilities, athletic facilities, transportation facilities, and district-wide technology or security initiatives.
Higher Education: Colleges, universities, community colleges, residence halls, academic buildings, athletic facilities, student centers, research facilities, and campus-wide technology/security programs.
Project Types: New construction, additions/renovations, bond and referendum programs, summer projects, lifecycle replacements, standards-based rollouts, service agreements, and multi-year capital improvement plans.
Communications and Life Safety Sales Focus
Includes structured cabling systems, audio-visual systems, intercom, paging, and mass notification, synchronized clock and master clock systems, network and wireless infrastructure, and specialty communications (Division 27).
Electronic Safety and Security Sales Focus
Includes access control, video surveillance, intrusion detection, emergency/security integration, and security modernization.
Key Responsibilities
Account Development: Build and maintain relationships with superintendents, technology directors, CIOs, facilities leaders, school safety/security leaders, campus IT, procurement, administrators, architects/engineers, construction managers, and general contractors.
Education Market Planning: Develop a territory/account plan for priority K-12 districts and higher-education institutions; identify capital plans, bond/referendum programs, summer work, standards initiatives, and upcoming construction or renovation opportunities.
Discovery and Site Walks: Lead customer discovery, site surveys, needs assessments, and early solution discussions; document existing conditions, operational needs, budgets, schedules, and stakeholder priorities.
Budgeting and Design Support: Develop conceptual budgets and scopes; coordinate with Fairchild Communication Systems, Inc. engineering/estimating to create BOMs, labor estimates, alternates, value-engineering options, riser concepts, device counts, and proposal packages.
Proposal and Presentation Ownership: Present technical and commercial solutions, communicate value, lead proposal reviews, negotiate within approved parameters, and drive opportunities to close.
Internal Handoff: Provide complete sales-to-operations handoff including scope, exclusions, assumptions, schedule, customer expectations, drawings/specifications, alternates, and key project risks.
Post-Sale Account Growth: Remain engaged after award, support customer satisfaction, identify adds/upgrades, develop service and maintenance opportunities, and build multi-year account plans.
Manufacturer and Partner Coordination: Maintain productive relationships with key manufacturers, distributors, consultants, and channel partners; use training, pricing programs, demos, incentives, and roadmap information to strengthen Fairchild Communication Systems, Inc. solutions.
CRM and Forecasting: Maintain accurate opportunity stages, next steps, estimated close dates, pipeline values, account plans, and sales forecasts.
Sales Enablement and Education Market Leadership
Develop concise education-specific talk tracks, solution standards, case-study material, and budget templates for Division 27 and Division 28 opportunities.
Coordinate with Fairchild Communication Systems, Inc. technical SMEs to keep the sales team current on education-focused technologies, manufacturer changes, cybersecurity/network considerations, and system integration opportunities.
Help establish repeatable district/campus standards that simplify design, estimating, deployment, service, and future expansion.
Participate in education associations, conferences, construction/technology networking events, and customer planning meetings to increase Fairchild Communication Systems, Inc. visibility and opportunity flow.
Target Stakeholders
Superintendents and school administrators; technology directors/CIOs; facilities and operations leaders; school safety/security leaders; campus IT and AV teams; procurement/business officers; architects and engineering consultants; construction managers and general contractors; door-hardware/security consultants; and manufacturer/channel partners.
Qualifications
Required:
3+ years of successful sales, business development, sales engineering, estimating, or solution-design experience in low voltage, communications, electronic security, construction technology, or a related field.
Ability to read drawings/specifications and understand project delivery.
Strong communication, presentation, organization, and relationship-development skills.
Self-driven with local/regional travel and a valid driver's license.
Technical Knowledge:
Working knowledge of Division 27 and/or Division 28 systems, including structured cabling/fiber, AV/communications, access control, video surveillance, intrusion, networking/PoE, and the coordination points between low-voltage systems, IT, electrical, and construction trades.
Preferred:
Existing K-12 or higher-education relationships.
Experience with public bidding, bond/referendum or capital-improvement programs, consultant-led specifications, and multi-building/campus standards.
Manufacturer certifications and familiarity with CRM and estimating/proposal tools.
Compensation & Benefits
Competitive base salary, commission, and bonuses
Mileage reimbursement at the IRS rate
Cell/technology package
Medical benefits plan
HSA company contribution
401(k) with company match
Company apparel program twice per year
Paid Time Off
Ongoing manufacturer and industry training with opportunities for continued sales and technical development
Interested in joining the Fairchild team? Apply now!
About Us
Fairchild Communication Systems, Inc. is a leader in systems integration, thanks to the people putting those systems to work. Fairchild Communication Systems, Inc. is about people who are not only passionate about what we do, but how we do it.
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