What are the responsibilities and job description for the Security Sales Specialist position at Custom Security Systems?
About
Be part of a team delivering modern security and AV, where cloud, hybrid, and on-prem solutions meet practical, AI-assisted tools that help us work smarter. We’re Custom Security Systems (CSS), a locally owned security & life-safety integrator serving the Central Carolinas. We design, install, and support access control, video surveillance, intrusion, fire/life safety, mass notification, audio-visual, and low-voltage solutions with full lifecycle services. We move quickly, partner with industry-leading technology, and focus on reliable outcomes for our clients.
Role Summary
Own the sales cycle end-to-end: discovery, site walks, solution design, bill of materials (BOM) development (hardware software/licensing), proposal, close, and clean handoff to Operations. Develop opportunities with end users and through relationships with GCs, ECs, property groups, specifiers, and channel partners. Own a territory plan and deliver on quota with 2–3× pipeline coverage and accurate monthly/quarterly forecasts.
What You’ll Do
- Opportunity development: Build pipeline with end users and GCs/ECs; engage early in pre-con/design-assist to get CSS specified/approved.
- Discovery & design: Survey sites; translate risks/use cases into cloud/on-prem/hybrid architectures (doors/readers/locks, cameras/retention, networking/power, AHJ constraints).
- BOM & proposals: Produce complete BOMs (hardware, licensing/SaaS, accessories, mounting, client-provided items) with clear assumptions/exclusions; include managed/hosted services and maintenance agreements.
- Present & close: Deliver demos and TCO/ROI narratives; negotiate terms; maintain accurate forecasts and strong CRM hygiene.
- Handoff & expansion: Execute clean project handoffs; support change orders/kickoff; drive upgrades, add-ons, and renewals.
- Market & compliance: Stay current on platforms, device standards (e.g., OSDP/BLE), permitting/AHJ nuances, and vendor updates.
Required Qualifications
- 2 years B2B solution sales in electronic security/low-voltage/AV or adjacent technical systems.
- Proven ability to build/review BOMs for access, video, and intrusion (hardware licensing).
- Working knowledge of access control, VMS, intrusion; understanding of cloud vs. premise trade-offs.
- Able to read plans/door schedules/risers; strong consultative discovery and communication.
- CRM discipline (HubSpot/Salesforce); Microsoft/Google productivity suites; valid driver’s license.
- Eligible for NC Alarm Systems Licensing Board registration.
Preferred
- Experience selling SaaS-based and on-prem licensing, plus managed service contracts (SLAs, multi-year).
- Familiarity with security technologies across access control, video management, and intrusion (including wireless locking, mobile credentials, and device/power fundamentals).
- Experience with edge/video analytics (e.g., LPR, object/vehicle analytics) and sizing for retention/bitrate/FPS.
- Working knowledge of network fundamentals (switching, VLANs, PoE/PoE , bandwidth planning).
- Relevant manufacturer trainings/certifications and/or NICET.
Success Metrics
- Quota attainment; pipeline coverage (2–3×); forecast accuracy (±15%).
- New logos; total revenue & gross margin; RMR/ARR attach rate to hardware deals.
- Proposal accuracy (low scope variance at handoff); customer retention/expansion.