As the security industry continues to technologically evolve, integrators are being forced to compete with other high-tech firms for a relatively small core of knowledgeable and experienced sales professionals. Xentry Systems Integration, a security systems integrator focused on delivering best-in-class security systems and services, is meeting the challenge with an internal program to develop top-notch account executives.
As the security industry continues to technologically evolve, integrators are being forced to compete with other high-tech firms for a relatively small core of knowledgeable and experienced sales professionals. Xentry Systems Integration, a security systems integrator focused on delivering best-in-class security systems and services, is meeting the challenge with an internal program to develop top-notch account executives.
The company's first four-member associate account executive class is expected to graduate in January, after spending months completing classes and closely working with seasoned Xentry Systems account executives.
John Nemerofsky, Xentry Systems' president and chief executive officer, said the program's goal is to find and train account executives who understand the industry today and are capable of growing as technology expands. "Network design, integration of disparate systems, cloud-based storage, open standards, mobile platforms and cybersecurity are just a few of the IT-related issues Xentry Systems deals with daily," said Nemerofsky. "Often, we work directly with a chief technical officer who expects us to speak his or her language."
Rather than pursuing less tech savvy sales associates already in the security industry, Xentry Systems looked for candidates with two to four years of successful sales experience in other fields. Those chosen for the class are being trained and mentored in the specific skills they will need to succeed. Once they complete the program, the four junior associates will graduate into a full account executive role.
The first class is going so well, plans are already being made for a second class to begin next spring. After that, the program will likely become an annual event. "As Xentry Systems continues to expand — we currently have accounts in 35 states — we'll require a growing educated and experienced high-level sales team," said Nemerofsky. "It makes sense to us that those team members understand our way of doing business. "