Mid-Market Account Executive Challenge — Selling the Future of Smart Security

Scenario — "Closing the High-Rise Deal":

Company's AI platform turns passive security cameras into proactive monitoring tools. Your prospect: Skyline Properties, a regional commercial real estate group managing 25 high-rise buildings.

They've expressed interest after hearing how the company reduced false alarms by 40% for another client.

Here's what you know:

• The Security Director wants fewer manual checks and faster incident response
• The CFO wants ROI within 6 months, with clear productivity metrics
• The IT Manager is worried about data privacy and integration with existing camera systems

Your Task:

Design and present your sales approach and messaging strategy for this deal. You don't need to deliver a full pitch deck — just explain your thought process and how you'd run the conversation.

Record a video walking us through your approach, and submit two written documents outlining your discovery strategy and ROI/objection handling plan.