The Physical Security Solutions Architect is accountable for six core areas: solution design & architecture, client demonstrations & technical presentations, SOW/quote/proposal creation, sales partnership & pre-sales support, cross-functional collaboration, and bid sourcing & construction opportunity pursuit. This role serves as the technical lead throughout the sales cycle, partnering with the sales team to translate client requirements into tailored access control, video surveillance, and weapons detection solutions, while proactively identifying and pursuing open construction bids and contract opportunities to expand the company’s footprint in underdeveloped channels.
1. Solution Design & Architecture
Owns the technical design of every opportunity, translating client requirements into tailored access control, video surveillance, and weapons detection solutions that are accurate, buildable, and aligned to budget.
- Lead technical discovery calls and on-site surveys to assess client requirements, existing infrastructure, and risk profile
- Design tailored access control, video surveillance, and weapons detection solutions; interpret blueprints, schematics, and specifications to define accurate project scope
- Recommend the right mix of hardware, software, and services to meet client objectives, budget, and long-term scalability
- Produce and maintain as-built drawings and design documentation using Motorola design tools and Bluebeam, ensuring accurate records of system layouts, device placement, and project changes
2. Client Demonstrations & Technical Presentations
Serves as the trusted technical advisor throughout the buying process, leading product demonstrations and translating complex capabilities into clear business value for clients and prospects.
- Deliver product demos, technical walkthroughs, and solution presentations to prospects and existing clients—both virtually and on-site
- Translate complex technical concepts into clear business value for stakeholders ranging from facilities managers to C-suite executives
- Field technical questions, resolve objections, and provide proof points throughout the sales cycle
- Support marketing and sales enablement with subject matter expertise for collateral, case studies, and customer-facing events
3. SOW, Quote & Proposal Creation
Owns the creation of detailed Statements of Work, quotes, and proposals that clearly define scope and deliverables while protecting margin and adhering to company pricing standards.
- Develop detailed SOWs, quotes, and project proposals that clearly define scope, deliverables, timelines, and assumptions
- Build accurate cost estimates covering labor, materials, equipment, and services in line with company pricing standards and margin targets
- Respond to RFPs, RFQs, and RFIs with competitive, well-positioned responses
- Maintain organized records of estimates, proposals, and supporting documentation for future reference and audit
4. Sales Partnership & Pre-Sales Support
Partners with Account Executives as the technical lead on active opportunities, supporting them from qualification through close and contributing to overall revenue growth.
- Partner with Account Executives as the technical lead on active opportunities, from qualification through close
- Support contract negotiations and pricing discussions with technical justification and value framing
- Identify expansion, upsell, and cross-sell opportunities within existing accounts
- Provide field insights to product, marketing, and leadership to influence go-to-market strategy
5. Cross-Functional Collaboration
- Coordinates with engineering, operations, and project management to ensure proposed solutions are buildable, properly resourced, and delivered as sold.Coordinate with engineering, operations, and project management to validate that proposed solutions are buildable, resourced, and aligned to delivery capacity
- Hand off won deals with complete documentation, ensuring a smooth transition from sales to implementation
- Maintain ongoing communication with delivery teams during projects to support change orders, scope clarification, and client questions
- Capture lessons learned post-project to improve future scoping and pricing accuracy
6. Bid Sourcing & Construction Opportunity Pursuit
Proactively identifies and pursues open construction bids and contract opportunities, building this into a meaningful and repeatable revenue channel for the company.
- Proactively identify open construction bids, public sector RFPs, and private contract opportunities through bid platforms (e.g., Dodge, ConstructConnect, BidNet), government procurement portals, industry contacts, and direct outreach
- Build and maintain relationships with general contractors, architects, developers, and consultants to get the company on bid lists and engaged early in pre-construction
- Qualify, prepare, and submit competitive bids and proposals, partnering with operations and leadership to ensure pricing, scope, and risk are well-understood
- Develop and own a pipeline of bid opportunities, tracking deadlines, win rates, and lessons learned to grow this channel into a meaningful revenue source
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High school diploma or equivalent
- 3–5 years of experience in access control, security systems, low-voltage, or a related field
- Demonstrated experience in a client-facing technical or sales capacity
- Proficiency in reading and interpreting blueprints, schematics, and technical specifications
- Strong verbal and written communication and presentation skills
- Proficiency in Microsoft Office Suite or related productivity tools
PREFERRED QUALIFICATIONS
- Associate or bachelor’s degree in a relevant technical or business field
- 5+ years of experience as a Solutions Architect, Sales Engineer, Pre-Sales Engineer, or senior Estimator
- Experience with Bluebeam Revu and Motorola design tools for producing as-builts and design documentation
- Experience identifying and bidding on construction projects, public sector RFPs, or contract work; familiarity with bid platforms such as Dodge, ConstructConnect, or BidNet
- Proficiency with estimating tools and CRM platforms (e.g., Salesforce, ConnectWise)
- Industry certifications relevant to access control, video surveillance, or weapons detection systems
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Medical Insurance
- Dental Insurance
- Vision Insurance
- Life Insurance
- Disability Insurance
We specialize in delivering innovative solutions and exceptional services to meet the diverse needs of our clients. With a strong commitment to quality and customer satisfaction, we strive to exceed expectations and drive success in every project we undertake.
In-Telecom Consulting, LLC is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
