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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading technical sales teams within the security domain, focusing on quota achievement, team development, and strategic engagement in complex security solutions. Proficient in managing technical sales motions, including VMS, access control, and AI integrations, while ensuring alignment with customer needs and product development.
Highest-signal resume keywords
Solutions EngineeringVMS PlatformsAccess ControlPeople LeadershipFAA Part 107 Certificate
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Video SurveillancePerimeter Intrusion DetectionCyber SecurityPenetration TestingAI and Computer VisionSite PlanningNetworkingRF ConsiderationsTechnical Sales MotionTechnical Forecasting
Soft Skills
Written CommunicationVerbal CommunicationCoachingPerformance ManagementTeam Development
Tools & Technologies
SalesforceJiraDatabricksVMSThird-Party AI Integrations
Certifications & Qualifications
FAA Part 107 Certificate
Industry Keywords
Corporate SecurityGSOC OperationsCritical Infrastructure ProtectionMilitary Installation SecurityData Center Security
About the role
Key responsibilities & impact- Lead quota-carrying Site Security Solutions Engineers and a Site Security Solutions Specialist
- Hire, develop, retain, and manage ramp, enablement, career progression, promotion cases, and succession
- Scale the team ahead of segment growth and plan headcount against pipeline and AE-to-SE coverage ratios
- Own team performance against quota, pipeline and deal reviews, technical forecasting, and technical win rate
- Coach security-focused discovery, solution design, demos, and trial execution
- Manage territory and account alignment between Solutions Engineers and Account Executives
- Define how the team engages the Site Security Solutions Specialist on complex pursuits
- Partner with security sales leadership on forecasting, deal strategy, and pipeline health
- Personally engage in strategic and category-defining pursuits
- Establish a repeatable technical sales motion for data centers, corrections, military installations, corporate campuses, healthcare, manufacturing, and executive protection
- Drive conversion of trials and first deployments into multi-site and fleet-wide security programs
- Support executive briefings, customer summits, and category-defining content with Marketing and Product
- Build and maintain Skydio's security technical playbook, including patrol and detection zone design, alarm response concepts, GSOC operator handoff, and reference architectures
- Define standards for site assessment, RF and site-readiness planning, dock siting, and installation scoping
- Equip the team for VMS, access control, third-party AI and computer vision integrations, enterprise security reviews, InfoSec questionnaires, and on-premises deployment requirements
- Build scalable technical assets, demo environments, scripts, workflow documentation, and playbooks
- Translate field requirements into PRDs and structured product input
- Aggregate customer feedback for Product and maintain first-hand product knowledge
Requirements
What you’ll need- Prior experience as a Solutions Engineer, Solutions Architect, Solutions Specialist, or equivalent technical pre-sales role in physical security, video surveillance, or critical infrastructure protection
- Direct domain experience in corporate security, GSOC operations, law enforcement, corrections, or military base security strongly preferred
- Deep working knowledge of VMS platforms, access control and PACS, perimeter intrusion detection, and video analytics
- Understanding of AI and computer vision capability boundaries in a security context
- Experience with dock-based or remotely operated UAS deployments, including site planning, networking, and RF considerations
- Experience with enterprise security review processes, InfoSec questionnaires, cyber and penetration testing requirements, and on-premises deployment constraints
- Excellent written and verbal communication skills
- Demonstrated people leadership, including hiring, coaching, performance management, and standing up process in an ambiguous, fast-moving segment
- FAA Part 107 Certificate, or ability to obtain one within 60 days of hire
- Ability to travel up to 60% to support customer engagements, team field activities, and company events
- Ability to lift up to 60 lbs unaided
- Ability to pass customer-required background screening for access to secure facilities
- Experience leading a specialist, overlay, or center-of-excellence team is nice to have
- Experience building enablement, documentation, or certification programs is nice to have
- Direct experience in data center security, corrections, or military installation security is nice to have
- Familiarity with counter-UAS and airspace deconfliction considerations is nice to have
- Working knowledge of Salesforce, Jira, Databricks, or equivalents is nice to have
- Track record of building and scaling a technical team through rapid growth is nice to have
Benefits
Comp & perks- Equity in the form of stock options
- Comprehensive benefits package
- Relocation assistance may be provided for eligible roles
- Group health insurance plans
- Paid vacation time
- Sick leave
- Holiday pay
- 401K savings plan
- Inclusive, multidisciplinary work environment
- Equal employment opportunity protections