Senior Solutions Advisor, Hybrid Security 

Reports to: Director, Integrated Security Solutions 

Compensation Plan 

Salary: $90,000 to $110,000 annually 

Performance Bonus: 20% of annual salary for achieving established KPIs 

Purpose of Position 

The Senior Solutions Advisor, Integrated Security Solutions (ISS) is a strategic security advisor responsible for identifying, designing, and advancing integrated guarding and technology programs across existing accounts.  This is not a traditional product sales role. 

This role operates as a trusted advisor who: 

• Understands physical guarding operations in depth 

• Understands modern security technologies and AI-enabled platforms 

• Evaluates client risk, cost structure, and operational deployment 

• Develops integrated security programs that enhance protection, efficiency, and long-term value 

The Advisor partners closely with Account Management, Regional Leadership, and Operations to modernize security programs, intelligently reallocate spend, and expand GardaWorld’s integrated footprint.  Revenue growth is an outcome of expertise and strategic advisory — not transactional selling. 

Work Environment 

This position involves both office and field work. The Senior Solutions Advisor 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 regular 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 

We are seeking candidates who demonstrate the following “Must Have” capabilities: 

• Minimum 5–7 years of experience in the security industry 

• Physical guarding operations and security technology or electronic security solutions 

• Experience conducting security risk assessments or operational reviews 

• Ability to translate operational risk into financial business cases 

• Exposure to integrated or multi-service security programs 

• Strong understanding of cost modeling, margin drivers, and Total Cost of Ownership 

• Exceptional communication, negotiation and executive-level presentation skills 

• Proven success managing executive-level client relationships and driving strategic growth 

• Demonstrated success in solution-based selling and value proposition development 

Preferred: 

• Experience with enterprise or multi-site accounts 

• Experience working cross-functionally between operations and technology teams 

• Familiarity with regulatory frameworks and compliance environments 

• Experience contributing to RFP strategy and structured proposals 

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 

Commitment 

The undersigned parties have discussed and agreed to the above job description and understand that the selected party for this position will be measured against all the criteria described herein and, moving forward, any bonuses/variable pay will be directly linked to the selected party’s execution of these duties as determined by their direct manager. 

The job description may be reviewed periodically to ensure continued applicability to the organizational requirements of GardaWorld and the objectives of the team to which this position is linked.