DescriptionThe Director of Field Sales Engineering leads DMP's Field Sales Engineering department across intrusion detection, access control, and video surveillance, and owns the strategic and technical direction of the team that supports dealers, systems integrators, and enterprise end-users. This role carries decision-making authority over team coverage, staffing, and technical strategy, and is directly accountable for department performance and its contribution to DMP's company revenue goals. The Director manages a team of Regional Field Sales Engineers, ensuring effective support and coverage across North America, defines and measures the KPIs that gauge the department's success, and conducts Quarterly Business Reviews (QBRs) with direct reports to align on performance and priorities. The Director also serves as the department's technology lead, maintaining deep technical expertise and guiding the team's approach to complex, enterprise-level system design.
Fundamental Qualifications:- 7-10 years of experience in a pre-sales, sales engineering, or technical support role within the physical security industry, including experience leading or managing a team.
- Demonstrated people management experience, including hiring, coaching, performance management, and planning for effective team support and coverage.
- Proven ability to make sound, data-driven decisions regarding team coverage, resource allocation, and technical strategy.
- Experience defining, tracking, and reporting KPIs that measure team and departmental performance and connect directly to company revenue goals.
- Experience conducting Quarterly Business Reviews (QBRs) and regular performance discussions with direct reports.
- Hands-on knowledge of intrusion detection systems including control panels, keypads, communicators, sensors, and central station monitoring workflows.
- Working knowledge of access control platforms and video surveillance systems (VMS, IP cameras, NVRs) as complementary disciplines.
- Working knowledge of Entre and Security Command a plus, particularly for supporting enterprise accounts.
- Working knowledge of professionally monitored accounts a plus.
- Solid understanding of networking fundamentals including TCP/IP, VLANs, cellular and broadband communications, and cybersecurity best practices as they apply to security devices.
- Experience working with and supporting security dealers and integrators, as well as enterprise end-users.
- Strong ability to translate complex technical concepts into clear, accessible language for non-technical and executive audiences.
- Excellent verbal and written communication skills with confidence presenting to technical teams, dealers, and executive stakeholders.
- Self-motivated, organized, and capable of managing multiple projects, priorities, and direct reports simultaneously.
- Willingness to travel within North America (estimated 25-40%).
- Accept and benefit from constructive performance feedback.
- Any other equivalent combination of training and experience.
Additionally Valued Qualifications: - Prior experience in a director, manager, or team-lead role within a sales engineering, technical sales, or security industry organization.
- Industry certifications such as PSP, ASIS, BICSI, ESA/NTS, or manufacturer-specific credentials.
- Familiarity with central station monitoring platforms and UL-listed installation requirements.
- Experience with DMP products or comparable intrusion panel manufacturers (Bosch, Honeywell, DSC, Napco).
- Knowledge of enterprise security procurement processes or commercial/government verticals.
Typical Duties and Responsibilities:Leadership & People Management- Manage, coach, and develop a team of Regional Field Sales Engineers, ensuring effective support and coverage across assigned territories.
- Make decisions on staffing, coverage, and resource allocation to meet the needs of dealers, integrators, and enterprise accounts.
- Conduct regular one-on-ones, performance reviews, and Quarterly Business Reviews (QBRs) with direct reports to evaluate performance, address development needs, and align on priorities.
- Recruit, interview, and hire Field Sales Engineers as department needs grow.
Department Performance & Revenue Growth - Define, track, and report on KPIs that measure the success of the Field Sales Engineering department and its contribution to DMP's company revenue goals.
- Partner with sales leadership to align sales engineering strategy and team resources with revenue targets and business priorities.
- Analyze performance data and market trends to make informed decisions affecting team structure, priorities, and initiatives.
- Present department performance, KPI results, and strategic recommendations to executive leadership.
Technical Leadership - Serve as the technology lead for the Field Sales Engineering department, maintaining deep expertise in DMP's intrusion, access control, and video solutions.
- Apply working knowledge of Entre and Security Command to support technical strategy for enterprise accounts.
- Apply working knowledge of professionally monitored accounts to guide enterprise and central station conversations.
- Guide the team's technical approach to complex, enterprise-level system design, RFPs, and proof-of-concept engagements, and own escalation of high-priority technical opportunities.
Pre-Sales & System Design - Oversee the team as the primary technical resource for the North American sales team and dealer/integrator network.
- Ensure integrated security systems are properly designed and scoped, with a primary focus on intrusion detection panels and peripheral devices, alongside access control and video surveillance components.
- Ensure timely, thorough responses to technical inquiries, RFPs, and proof-of-concept requests.
- Support delivery of compelling technical presentations and product demonstrations to dealers, integrators, and enterprise end-users.
Channel and Customer Enablement - Direct onsite support for dealers and integrators, including training, programming guidance, and system commissioning.
- Oversee sales and technical training sessions covering DMP intrusion panels, access control, and video integration for channel partners and end-user customers.
- Ensure pilot and proof-of-concept projects deliver successful outcomes and clear documentation, acting as a trusted technical advisor throughout the sales cycle and transition to post-sale support.
Cross-Functional Collaboration - Partner with product, engineering, and support teams to relay field feedback and influence the product roadmap.
- Collaborate with sales leadership to continuously improve the impact and scalability of the Sales Engineering function.
- Contribute to the development of technical collateral including application notes, programming guides, configuration documentation, and best practice resources.
- Observe and adhere to DMP Data Classification policy.
- Observe company policies. Continuously review processes to improve efficiency while maintaining conformance to requirements and fostering effective internal customer relationships.
- May perform related duties or fill in for others in the department or other departments when requested. May train or instruct fellow workers regarding own duties.
