Senior Solutions Advisor, Integrated Security (SSA)

Reports to: Director, Integrated Security Solutions (ISS)

Compensation: 85k-110k + 20% Performance Bonus

Purpose of Position

The Senior Solutions Advisor, Integrated Security (SSA) is responsible for driving revenue growth and client value by delivering and expanding end-to-end security programs that seamlessly combine the physical guarding expertise of GardaWorld with the advanced technology capabilities of ECAM. Acting as a strategic advisor, this role identifies risks, inefficiencies, and modernization opportunities, designing integrated security solutions that enhance safety, and reduce total cost of ownership. By introducing technology-enabled efficiencies and integrated service models, this role also contributes directly to improved profitability and sustainable growth for GardaWorld.

Work Environment

This position involves both office and field work. The SSA will travel to client sites working with Key Account Managers and Regional leaders for meetings, strategic reviews, and security assessments, while also collaborating with internal teams on account planning, reporting, and contract management to maximize the company’s overall profitability and reduce client overall spending. This role requires proactive interaction with key account management, regional leadership, sales enablement, and cross-functional departments to ensure successful delivery and growth within assigned accounts.  This role operates at the intersection of sales strategy, solution design, and client success — applying ECAM’s Integrated Security Solutions Playbook to tailor solutions that align business outcomes with measurable security improvements.

Structure and Relationship

The Senior Solutions Advisor reports directly to the Director, Integrated Security Solutions. The role requires close collaboration with Business Development, Sales Enablement, Operations, Finance, Legal, and Marketing. Frequent engagement with executive-level client stakeholders is expected, along with interaction across multiple business units and regions.

Required Experience, Qualifications and Skills

Experience & Qualifications:

• 5+ years experience in B2B security sales, technology sales, or integrated solutions consulting
• Strong understanding of physical security operations and electronic/AI security technologies
• Demonstrated success in solution-based selling and value proposition development
• Strong financial acumen with the ability to build ROI-driven proposals
• Excellent communication, negotiation, and executive-level presentation skills
• Ability to collaborate effectively with operations, engineering, and national accounts teams
• Experience in key verticals (Commercial Properties, Distribution and Transportation, Retail, Banking, Public Administration) is preferred.
• Strong knowledge of contract management and RFP processes.
• Proven success managing executive-level client relationships and driving strategic growth.

Skills:

• Relationship Management: Ability to build and maintain executive-level client partnerships.
• Business Development: Strong acumen in identifying and qualifying growth opportunities and positioning tailored solutions.
• Familiarity with security regulatory requirements and risk management frameworks.
• CRM proficiency
• Analytical Thinking: Financial literacy and ability to analyze account performance and profitability.
• Collaboration: Ability to work across business units and regions to deliver integrated solutions.
• Communication: Excellent written and verbal communication, negotiation, and presentation skills.

Task Related Objectives

Solution Development & Sales Execution

• Lead the full sales cycle for integrated security solutions that include:
  • Static and mobile guarding
  • Remote monitoring and SOC services
  • AI-enabled video analytics, cameras, and access control
  • Alarm systems, sensors, and smart technology platforms
• Conduct comprehensive security assessments to uncover client needs and efficiency opportunities.
• Build and present business cases demonstrating cost savings, risk reduction, and operational improvement.
• Partner with operational and monitoring leaders to shape scalable solutions, service delivery models, and pricing strategies that align client outcomes with GardaWorld’s operational capacity

Cross-Selling & Revenue Expansion

• Increase revenue by bundling physical security and technology solutions within both new and existing accounts.
• Identify expansion opportunities through performance reviews, QBRs, and ongoing client engagement.
• Develop client security roadmaps that enable multi-year growth and innovation adoption.

Client Relationship & Strategic Advisory

• Serve as a trusted security advisor to senior client stakeholders.
• Drive improved client outcomes by aligning service delivery with client business objectives.
• Monitor value delivery to support retention, contract renewals, and upsell opportunities.

Market & Competitive Intelligence

• Track industry trends, competitive offerings, and pricing to maintain a strong strategic position.
• Provide feedback to internal product and operations teams to enhance solution offerings.

Reporting & Forecasting

• Maintain accurate sales forecasting, pipeline management, and CRM hygiene
• Funnel Management to 3x’s target with Quarterly Reviews with Sales Leadership
• Track and report key commercial KPIs including revenue growth, margin improvement, and cross-sell penetration
• KPIs include hybrid revenue growth, solution margin improvement, cross-sell penetration, and client retention rate across hybrid accounts