Sales Engineer (Video)

Overview

Sales Engineer (Video) role supporting Genea's cloud-based physical security solutions, focused on video management systems (VMS) and video surveillance. Acts as the bridge between sales and technical teams, working with prospective and existing customers.

What you'll do

• 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 the 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).
• 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).
• 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.
• 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.
• 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.
• 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.

What you'll need

• 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.

Nice to have

• 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).

Details

• Location: Remote - US.
• Approximately 30% travel expected.
• Estimated salary range: $125K base salary, up to $175K total compensation including commissions and bonuses.
• Genea participates in E-Verify to confirm employment eligibility of all new hires working in the United States.