Managed Services Architect - Physical Security

ATS is building a proactive, remote-first managed-services practice for physical security systems. The Managed Services Architect is a consultative growth role focused on helping customers move beyond reactive service, software licensing, monitoring-only relationships, and blocks of support hours toward ongoing services built around system health, remote diagnostics, preventive maintenance, AI-enabled operations, recurring reporting, lifecycle planning, and measurable business outcomes. The role works closely with Sales Engineers and the service delivery team to identify opportunities, articulate value, and turn service capabilities into clear customer outcomes. This is not a traditional project-estimating, service-dispatch, or day-to-day account-management position.

What the role will accomplish

Translate technology and service capabilities into an operating model customers can understand, measure, and rely on.

• Grow qualified managed-services margin through existing accounts and selected new opportunities.

• Convert monitoring-only, licensing-only, hours-based, and reactive relationships into proactive managed-services programs.

• Attach managed services to project customers before or at owner occupancy.

• Build repeatable service offers, assessments, pricing assumptions, and customer-facing tools.

• Improve scope quality, activation readiness, and alignment between sales and service.

• Support selected new-logo customers where managed services is the initial relationship.

Primary responsibilities

Customer growth

• Partner with sales engineers to identify and develop managed-services opportunities within existing and seller-developed accounts.

• Participate in customer discovery and strategic account planning.

• Lead the managed-services portion of customer discussions, assessments, and recommendations.

• Develop managed-services recommendations that support the customer’s broader security and technology roadmap.

• Support proposals, presentations, objections, negotiations, renewals, and expansion into additional sites, systems, and operational responsibilities.

• Develop selected service-led new customers where the initial need is primarily managed services.

Solution and practice development

• Conduct baseline and readiness assessments to understand customer priorities, current condition, service history, and risk.

• Design service scope, service levels, outcomes, recurring reporting, AI and remote-use cases, and lifecycle plans.

• Build the business case in business terms, not just technical features.

• Work closely with internal teams to validate feasibility, handoff, direct costs, and profitability.

• Maintain the service catalog, discovery tools, assessment templates, outcome language, and customer-facing materials.

• Train and coach sales engineers on triggers, positioning, qualification, and handoff.

• Approximately two to five years of relevant experience in managed services, physical security, remote services, SaaS/cloud services, IoT, technical sales, customer success, or solution consulting.

• Business, technology, engineering, or related education preferred, or equivalent relevant experience.

• Strong communication, presentation, organization, and follow-through skills.

• Ability to conduct discovery, identify operational pain points, and translate technical capabilities into practical business outcomes.

• Comfort working collaboratively across sales and service teams.

• Team-player mindset with the confidence to lead customer conversations without trying to become the permanent account owner.

• Willingness and ability to travel approximately 15% - 25%.

ATS is a Drug-Free Workplace under the guidelines of Florida and Georgia State Board of Worker’s Compensation and intends to comply with the Drug Free Workplace Act of 1988. Each candidate offered a position at ATS is required to take and successfully pass a drug-screening test. Our full Drug Free Workplace policy is available for review and will be provided during Orientation.

ATS complies with the Department of Homeland Security US Citizenship and Immigration Services and participates in E-Verify. All employees must provide acceptable identification during the onboarding process.

The above job description may not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.