Sales Engineer (Video)

Genea

9h•$125,000 - $175,000•Remote

About The Position

Genea is seeking a technically skilled Sales Engineer to support the success of its cloud-based physical security solutions, with a focus on video management systems (VMS) and video surveillance. The role bridges sales and technical teams, partnering with prospective and existing customers to understand their security needs and demonstrate how Genea’s platform can support secure, scalable video surveillance, access control, and unified physical security. The Sales Engineer collaborates with sales colleagues to conduct discovery, deliver product demonstrations and webinars, design customer-specific solutions, respond to technical questions and objections, and support proposals, RFPs, and pricing discussions. The role also works with implementation and customer success teams to facilitate handoffs, documents customer requirements and solution designs, and shares customer feedback with product teams. Approximately 30% travel is expected. Genea provides cloud-based physical security, submeter billing, and on-demand HVAC solutions. The company describes itself as a mission-driven, collaborative workplace and notes its recognition as a Top Workplace from 2021–2026. The position is remote in the United States.

Requirements

At least 5 years of experience in a Sales Engineer, Solutions Consultant, or Systems Engineer role in the physical security industry, including at least 3 years focused on video surveillance and VMS.
Hands-on experience designing, deploying, or supporting enterprise VMS platforms in on-premises, cloud, and hybrid environments.
Strong knowledge of IP camera technology, including resolution, sensor and lens selection, field of view, pixel density, low-light and 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; H.264/H.265; and smart-codec compression.
Ability to calculate bandwidth, storage, and retention requirements and design recording architectures involving edge storage, NVR/server, cloud, RAID, and failover or redundancy.
Solid IP networking fundamentals, including 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, and ability to set realistic expectations about accuracy and deployment conditions.
Strong understanding of access control technologies such as RFID, mobile access, and biometrics, and protocols such as Wiegand and OSDP.
Understanding of the physical security ecosystem and integration of video, access control, intrusion detection, intercom, and visitor management.
Familiarity with cybersecurity best practices for connected security devices, including device hardening, encryption, firmware lifecycle management, SSO/MFA, role-based permissions, and NDAA Section 889-compliant hardware.
Proficiency 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, and system design documentation.
Experience working with security integrators and channel partners, as well as end-user security, IT, and facilities stakeholders.
Ability to communicate complex technical solutions to technical and non-technical audiences.
Proficiency identifying and addressing customer pain points.
Proven success driving technical sales processes and maintaining deal momentum.
Ability to travel approximately 30% of the time.
Excellent verbal and written communication skills.
Confidence presenting live demonstrations and whiteboard sessions to executive, IT, and security audiences.
Consultative, curious approach to discovery and ability to translate 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.

Nice To Haves

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

Responsibilities

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 access control platform features and benefits.
Design and present solutions for customer-specific access control and security requirements, including third-party integrations.
Collaborate with customers to create Proof of Concept solutions and evaluate technical feasibility.
Develop customized deployment architectures for cloud-hosted, on-premises, or hybrid models.
Guide customers on integrating existing hardware and software, such as door controllers, card readers, and mobile access systems.
Address technical questions about platform architecture, scalability, security protocols, and compliance standards.
Stay current on industry trends, standards, and competitor offerings.
Represent the technical perspective in RFP responses and solution proposals.
Create 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.
Coordinate with implementation and customer success teams to support smooth transitions from sales to deployment.
Document customer requirements and solution designs for handoff.
Represent customer feedback and feature requests in product development discussions.
Provide training and enablement sessions for customers and partners on access control best practices.