Sales Engineer – Video

This is a fully remote position, open to applicants in United States.

📋 Description

• Collaborate with Account Executives to comprehend customer needs, challenges, and workflows.

• Conduct discovery calls to collect technical requirements and evaluate solution compatibility.

• Provide customized product demonstrations and webinars for the access control platform.

• Design and present security solutions tailored to customers, incorporating third-party integrations.

• Develop Proof of Concept solutions and assess technical viability.

• Create bespoke deployment architectures for cloud-hosted, on-premises, or hybrid solutions.

• Facilitate integrations with existing hardware and software systems.

• Address technical inquiries regarding platform architecture, scalability, security protocols, and compliance levels.

• Keep abreast of industry trends, standards, and competitor offerings.

• Serve as the technical representative in RFP responses and solution proposals.

• Generate technical presentations and documentation to support sales pitches.

• Assist Account Executives during negotiations by resolving technical objections and emphasizing ROI.

• Estimate implementation complexity for pricing discussions.

• Ensure seamless transitions from sales to deployment alongside implementation and customer success teams.

• Document customer requirements and solution designs thoroughly.

• Advocate for customer feedback in product development discussions.

• Deliver training and enablement sessions for customers and partners.

• Support cloud-based physical security solutions focused on video management systems and video surveillance.

• Be prepared to travel approximately 30% of the time.

⛳️ Requirements

• Position location: Remote - US.

• Minimum of 5 years of experience in a Sales Engineer, Solutions Consultant, or Systems Engineer role within the physical security sector, with at least 3 years concentrated on video surveillance and video management systems (VMS).

• Practical experience in designing, deploying, or supporting enterprise VMS platforms, including Genetec Security Center, Milestone XProtect, Avigilon, Verkada, Eagle Eye Networks, or Rhombus, in on-premises, cloud, and hybrid settings.

• Extensive knowledge of IP camera technology, encompassing resolution, sensor and lens selection, field of view, pixel density, low-light/WDR performance, as well as multi-sensor, PTZ, fisheye, and thermal cameras.

• Proficient understanding of ONVIF, RTSP/RTP, H.264/H.265, and smart-codec compression methods.

• Capability to calculate bandwidth, storage, and retention needs and design recording architectures accordingly.

• Strong fundamentals in IP networking, including TCP/IP, subnetting, VLANs, multicast, QoS, PoE/PoE+, switching, firewall/NAT, port requirements, and secure remote access.

• Insight into video analytics and AI-driven functionalities.

• Solid grasp of access control technologies and protocols, including RFID, mobile access, biometric systems, Wiegand, and OSDP.

• Experience within the broader physical security ecosystem and unified security operations.

• Familiarity with cybersecurity best practices for connected security devices, including encryption, firmware lifecycle management, SSO/MFA, role-based permissions, and NDAA Section 889-compliant hardware.

• Proficient in articulating API integrations, cloud computing concepts, and system architecture.

• Ability to conduct site surveys, interpret and annotate floor plans, and generate camera layouts, BOMs, and system design documentation.

• Experience collaborating with security integrators, channel partners, and end-user security, IT, and facilities stakeholders.

• Skill in communicating complex technical solutions to both technical and non-technical audiences.

• Proven ability to identify and address customer pain points effectively.

• Demonstrated success in driving technical sales processes and maintaining deal momentum.

• Willingness to travel approximately 30% of the time.

• Preferred certifications and experience encompass Genetec, Milestone, Axis, ASIS PSP/CPP, SIA CSPM, CompTIA Network+/Security+, Cisco CCNA, access control systems, camera manufacturers, design tools, migrations, building automation, PSIM/GSOC/SOC, enterprise deployments, vertical markets, and compliance with SOC 2/GDPR/ISO 27001.

🏝️ Benefits

• 401k matching.

• PTO.

• 100% paid parental leave.

• 100% paid health, dental, and vision benefits for employees.

• Options for remote work.

• Recognition for an award-winning workplace culture.