By Audrey Pierson, Audrey Pierson Consulting
As I work with alarm dealers and integrators across the country, one challenge consistently stands out: finding qualified technicians and salespeople. Our industry doesn’t have the same visibility as many other trades, and people often enter the security field by accident. This needs to change.
I was one of those who entered this industry by accident. Growing up, I worked in my family’s department store on the East Coast, and the security business wasn’t on my radar. But after our family moved to California in the mid-1970s, my mother became one of the first employees at Radionics in Marina, CA. It was there that I met Hugh Pierson, the Director of Firmware Engineering. He was writing code for the 6112 alarm control panel, and the following year, we got married.
Hugh left Radionics after completing the 6112 project and began consulting for various industry manufacturers. He altered the industry when he developed the remote programmer for Detection Systems, allowing alarm panels to be captured when sending signals to be programmed remotely without a live operator. This was a major breakthrough in security technology—and it also marked the start of my career in the industry. I wrote the user manual for that software and began to understand the ins and outs of security.
In the early 1990s, Hugh and I started our own company, Pierson Security Systems, in Monterey, CA. From our very first account, I was involved in every aspect of the business—conducting site visits, designing systems, preparing quotes, selling, marketing, managing inventory, and even assisting with installations. As we grew, I focused on sales, which became my area of expertise.
After selling our company in 2005, I remained committed to training security salespeople and helping alarm companies grow. The security industry has invariably become my passion. We are fortunate to play a vital role in protecting lives, properties, and critical infrastructure. It’s not just about the technology or products we offer—it’s about the peace of mind and security we provide.
Now, it’s up to us, as industry veterans, to ensure that the next generation understands the value of the electronic security industry. Without greater awareness, we will struggle to attract the best talent. We need to actively promote this industry to young people, helping them see the potential for a fulfilling an impactful career. Over the course of my own career, I have developed a greater understanding of what can make this industry universally attractive to a young professional or student looking to establish a career path. Here are some key points any of us can share with someone looking to enter the security industry:
Protecting People and Property
At its core, the security industry is about safeguarding people and property. Whether we’re installing a home alarm system to protect a family or a complex commercial solution to secure a company’s assets, the mission is the same: reducing risk and preventing harm. Our systems help mitigate threats such as crime, theft, and accidents, and in doing so, we provide communities with peace of mind—an intangible but invaluable service.
Supporting Critical Infrastructure
As our cities and infrastructure become more connected, the need for strong security solutions grows exponentially. From protecting power grids to securing water supply systems, electronic security is integral to keeping essential services running smoothly. Those of us in this industry play a crucial role in securing hospitals, airports, financial institutions, and government buildings. We are on the front lines of defense, ensuring that the systems that power modern life remain secure.
Adapting to the Digital Age
The rise of smart cities, the Internet of Things (IoT), and artificial intelligence (AI) has transformed our industry into one of the most dynamic areas in which to work. We’re no longer just installing cameras and alarms; we’re deploying integrated, intelligent systems that analyze real-time data and detect threats proactively. These advancements give us the opportunity to work at the forefront of innovation, using cutting-edge technology to keep people safe.
Contributing to Economic Growth
The security industry also plays a significant role in driving economic growth. Billions of dollars are invested annually in security solutions, creating jobs and fostering innovation. As governments and corporations continue to invest in securing their assets, the demand for skilled professionals in our field will only increase. Those working in sales, consulting, or project management will find consistent demand and job stability, contributing to a growing and evolving industry.
A Growing and Evolving Career Path
This industry offers vast opportunities for career advancement. Whether starting as a technician or becoming a high-level security consultant, professionals have the chance to build fulfilling, long-term careers. The skills gained in this field are highly transferable and adaptable, making expertise in electronic security a valuable asset in today’s job market.
A Sense of Responsibility and Purpose
One of the most fulfilling aspects of working in the security industry is the sense of responsibility that comes with knowing our work makes a real difference. Every system we install, every upgrade we implement, helps keep people safe. We don’t just sell products or services—we provide safety and peace of mind. The knowledge that we’re protecting families, businesses, and communities is deeply rewarding.
Every day, we in the security industry contribute to a safer world. We are indeed fortunate to be part of such a vital and impactful field.
ABOUT THE AUTHOR:
Audrey is a 35-year veteran of the electronic security industry who advises, trains, and coaches security sales teams and alarm dealers to achieve success. Her Security Sales Academy delivers online training and live coaching to participants to expand their skills, gain self-confidence, and increase sales. Audrey can be reached at www.audreypierson.com, 831-277-7447, or [email protected]
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