Sales Engineer (Video)

About the role

• Job Title: Sales Engineer (Video)
• Department: Business Development
• Effective Date: January 1, 2027
• Position Location: Remote - US

Job Overview

We are seeking a dynamic and technically skilled Sales Engineer to join our team and play a pivotal role in driving the success of our cloud-based physical security solutions, with a focus on video management systems (VMS) and video surveillance. You will act as the bridge between our sales and technical teams, working closely with prospective and existing customers to understand their security needs and demonstrate how our platform can provide secure, scalable, and efficient video surveillance, access control, and unified physical security.

As a Sales Engineer, you will collaborate with sales team members to deliver compelling product demonstrations, design custom solutions, and ensure seamless handoffs for implementation. This role is ideal for someone with a strong technical background, excellent communication skills, and a passion for solving customer challenges.

Approximately 30% travel expected.

Duties and Responsibilities

Pre-Sales Support

• Partner with Account Executives to understand customer requirements, challenges, and workflows.
• Conduct discovery calls to gather technical requirements and assess solution fit.
• Deliver tailored product demonstrations and webinars showcasing the features and benefits of our access control platform.
• Design and present solutions to meet customer-specific access control and security requirements, including integrations with third-party systems (e.g., video surveillance, identity management, or building automation).

Solution Design

• Collaborate with customers to create Proof of Concept (POC) solutions and evaluate technical feasibility.
• Develop customized deployment architectures, including cloud-hosted, on-premises, or hybrid models.
• Provide guidance on integrations with existing hardware and software (e.g., door controllers, card readers, or mobile access systems).

Technical Expertise

• Address technical questions related to platform architecture, scalability, security protocols, and compliance standards.
• Stay updated on industry trends, standards (e.g., ONVIF, OSDP, BACnet, etc.), and competitors' offerings.
• Act as the technical voice in RFP responses and solution proposals.

Sales Collaboration

• Assist in creating technical presentations and documentation for sales pitches.
• Support Account Executives during negotiations by addressing technical objections and highlighting ROI.
• Contribute to pricing discussions by estimating implementation complexity.

Post-Sales Handover

• Work closely with implementation and customer success teams to ensure a smooth transition from sales to deployment.
• Provide detailed documentation of customer requirements and solution designs.

Customer Advocacy

• Represent the customer's voice in product development discussions by sharing feedback on usability and feature requests.
• Provide training and enablement sessions for customers and partners on access control best practices.

Required Skills and Experience

• 5+ years of experience in a Sales Engineer, Solutions Consultant, or Systems Engineer role in the physical security industry, with at least 3 years focused on video surveillance and video management systems (VMS).
• Hands-on experience designing, deploying, or supporting enterprise VMS platforms (e.g., Genetec Security Center, Milestone XProtect, Avigilon, Verkada, Eagle Eye Networks, Rhombus) in on-premises, cloud, and hybrid environments.
• Strong knowledge of IP camera technology, including resolution, sensor and lens selection, field of view, pixel density (PPF) for detection, recognition, and identification, low-light/WDR performance, and multi-sensor, PTZ, fisheye, and thermal cameras.
• Working knowledge of video standards and protocols, including ONVIF (Profiles S, G, T, and M), RTSP/RTP, and H.264/H.265 and smart-codec compression.
• Ability to calculate bandwidth, storage, and retention requirements and to design recording architectures (edge storage, NVR/server, cloud, RAID, and failover/redundancy).
• Solid IP networking fundamentals: TCP/IP, subnetting, VLANs, multicast, QoS, PoE/PoE+ power budgets, switching, firewall/NAT and port requirements, and secure remote access.
• Understanding of video analytics and AI-driven capabilities (object detection and classification, license plate recognition, people counting, forensic search, and real-time alerting), and the ability to set realistic expectations on accuracy and deployment conditions.
• Strong understanding of access control technologies (e.g., RFID, mobile access, biometric systems) and related protocols (e.g., Wiegand, OSDP).
• Experience with the broader physical security ecosystem, including how video, access control, intrusion detection, intercom, and visitor management integrate into a unified security operation (e.g., event-linked video, alarm verification, and centralized monitoring).
• Familiarity with cybersecurity best practices for connected security devices, including device hardening, encryption in transit and at rest, firmware lifecycle management, SSO/MFA, role-based permissions, and NDAA Section 889-compliant hardware.
• Proficient in explaining API integrations, cloud computing concepts, and system architecture.
• Ability to conduct site surveys, read and mark up floor plans, and produce camera layouts, bills of materials (BOMs), and system design documentation.
• Experience working with security integrators and channel partners, as well as end-user security, IT, and facilities stakeholders.
• Demonstrated ability to communicate complex technical solutions to both technical and non-technical audiences.
• Proficiency in identifying and addressing customer pain points.
• Proven success in driving technical sales processes and maintaining deal momentum.
• Ability to travel approximately 30% of the time.

Preferred Skills

• Industry certifications such as Genetec, Milestone (e.g., MCDE/MCIT), or Axis Certified Professional; ASIS PSP or CPP; SIA CSPM; or networking certifications such as CompTIA Network+/Security+ or Cisco CCNA.
• Familiarity with access control systems like Lenel, Genetec, Avigilon, Software House, ACRE and AMAG.
• Experience with leading camera manufacturers (e.g., Axis, Hanwha Vision, Bosch, i-PRO, Avigilon) and design tools (e.g., JVSG IP Video System Design Tool, System Surveyor, Bluebeam).
• Experience guiding customers through migrations from legacy analog/DVR and on-premises NVR systems to cloud or hybrid video, including the use of encoders and existing camera reuse.
• Experience with building automation, PSIM, or GSOC/SOC environments and multi-site enterprise deployments.
• Experience selling into key verticals such as commercial real estate, corporate enterprise, healthcare, education, or multifamily.
• Knowledge of compliance standards like SOC 2, GDPR, or ISO 27001, as well as privacy considerations for video (e.g., retention policies, privacy masking, and data access controls).

Soft Skills

• Excellent verbal and written communication skills.
• Confident presenter able to deliver live demos and whiteboard sessions to executive, IT, and security audiences.
• Consultative, curious approach to discovery and a talent for translating security risks into business outcomes.
• Strong problem-solving skills and a customer-first mindset.
• Ability to work independently and as part of a cross-functional team.

Estimated Salary Range

$125K base salary, up to $175K total compensation including commissions and bonuses

The salary range listed is our best estimate based on the role's requirements and market conditions. The final offer may be higher or lower depending on the candidate's experience and qualifications.