Physical Security & Surveillance Pre sales

Key Responsibilities

1. Security risk assessment and solution design

• Conduct site surveys and security risk / vulnerability assessments; define security zones,

threat scenarios and layered (deter–detect–delay–respond) protection concepts.

• Design integrated solutions: IP CCTV, video management systems (VMS), AI video

analytics, access control, turnstiles and entrance automation, perimeter intrusion

detection, vehicle access control and command & control centres.

• Produce design deliverables: camera placement and field-of-view plans (DORI),

access control schematics, door hardware schedules, network and storage architecture,

single-line diagrams, rack layouts and cable schedules.

• Size infrastructure correctly: bandwidth, storage and retention, server/compute

(including GPU for analytics), redundancy and failover, UPS/power and PoE budgets.

• Design for compliance and cybersecurity: ONVIF interoperability, IEC 62676, IEC

62443 practice, secure device hardening, and Indian regulations such as MeitY/STQC

CCTV certification requirements, along with sector norms (e.g. BCAS for airports, ISPS

Code for ports).

• Coordinate with civil, electrical, fire & safety and IT teams on poles, trenching, ducts,

door hardware, power and network readiness.

2. Pre-sales, bids and commercials

• Own technical responses to RFPs, RFQs and tenders (including GeM, CPPP, PSU, port

and airport authority tenders): compliance matrices, deviations, technical write-ups and

presentations.

• Prepare accurate BOQs and costings with the commercial team; offer value-engineered

options without compromising security outcomes.

• Ensure tender compliance, including Make in India / PPP-MII, restrictions on country-oforigin

where applicable, OEM authorisation (MAF), warranty and AMC terms.

• Run product demonstrations, analytics proofs of concept and pilots; present solutions to

CSOs, plant heads, CISOs and administration leaders.

• Support sales in account planning, opportunity qualification and win strategy for large

and multi-site deals.

3. OEM and partner management

• Act as Syntel's technical point of contact with security OEMs and national distributors in

India; secure deal registrations, pricing and OEM design support.

• Maintain partner tiers and certification targets; track product roadmaps, cybersecurity

advisories and end-of-life notices.

• Evaluate new technologies (AI analytics, cloud VMS, mobile credentials, radar and

thermal detection) and recommend portfolio additions, including opportunities to

integrate Syntel's own AI video analytics.

4. Implementation and project leadership

• Lead design-to-delivery handover: approved drawings, configuration standards, IP plans,

test procedures and acceptance criteria.

• Provide technical leadership to project managers, engineers and subcontractors during

installation, configuration, integration and commissioning.

• Lead integration across subsystems: VMS with access control, fire alarm, PA, ANPR,

intrusion and PSIM; integration with HRMS, SAP/ERP and visitor management systems.

• Run factory/site acceptance tests and sign off on system performance, including

analytics accuracy, before customer handover.

• Resolve escalated technical issues and change requests; manage design risks against

scope, schedule and budget.

• Define as-built documentation, SOPs for control room operators, user training and

AMC/support handover.

5. Practice building

• Build reference architectures, standard design templates, BOQ libraries and proposal

content for key verticals (manufacturing, ports, airports, enterprise campuses).

• Mentor pre-sales and project engineers; drive OEM certification plans for the team.

• Work with Syntel's networking, unified communication and R&D teams on integrated,

differentiated offerings.

Technical Skills and OEM Expertise

Hands-on experience is expected across most of the following areas. Depth in at least three

major OEM ecosystems (camera, VMS and access control) is essential.

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Area Platforms, products and know-how

IP cameras & CCTV • Axis, Bosch, Hanwha Vision, Honeywell, i-PRO, Avigilon/Pelco, CP

Plus, Prama, Matrix

• Fixed, PTZ, multi-sensor, fisheye, thermal and explosion-proof

cameras; lens and lighting selection, WDR/low-light, DORI design

Video management

(VMS)

• Milestone XProtect, Genetec Security Center (Omnicast),

Videonetics, Bosch BVMS, Honeywell, Hanwha Wisenet WAVE,

Axis Camera Station

• Recording architecture, failover, federation, multi-site design, video

wall and control room integration

AI video analytics • Intrusion, loitering, crowd, PPE compliance, fire/smoke, ANPR/LPR,

face recognition, object left/removed, people counting, forensic

search

• Videonetics, BriefCam and OEM edge/server analytics; GPU sizing,

accuracy testing and false-alarm tuning

Access control &

identity

• HID, Honeywell / LenelS2, Johnson Controls (C•CURE), Genetec

Synergis, Matrix COSEC, Suprema, IDEMIA

• Card, biometric and mobile credentials; controllers, door hardware,

EM locks, interlocks, anti-passback, visitor management, time &

attendance integration

Entrance automation • Tripod, flap, swing and full-height turnstiles, speed gates, security

doors and mantraps (Gunnebo, dormakaba, Boon Edam, Magnetic

Autocontrol, Automatic Systems)

• Boom barriers, bollards, road blockers, tyre killers, UVSS (undervehicle

scanning)

Perimeter & screening • Fence-mounted and fibre-optic PIDS, buried cable, microwave and

IR barriers, radar, thermal detection (Senstar, Southwest Microwave,

Teledyne FLIR, Navtech)

• X-ray baggage scanners, DFMD/HHMD (Smiths Detection,

Rapiscan, CEIA, Garrett)

Command & control /

PSIM

• Control room design, video walls, alarm management, PSIM/unified

platforms (Genetec, Hexagon, Everbridge) and ICCC-style

integration

• Integration with fire alarm, PA, intercom, BMS and emergency

response workflows

Area Platforms, products and know-how

Network, storage &

cyber

• Industrial and enterprise switching, VLANs, multicast, PoE, ring/fibre

topologies, wireless backhaul

• NAS/SAN, RAID, servers and storage sizing (Dell, HPE); device

hardening, certificates, NDAA/country-of-origin awareness

Design tools • AutoCAD, Microsoft Visio, IP Video System Design Tool (JVSG),

Axis Site Designer, OEM storage/bandwidth calculators

• MS Excel for BOQs, MS Project