Security Sales & Integration March 2023 - 30

SPECIAL REPORT
SSI Hall of Fame Class
of 2023
HALL FAME
INDUSTRY
OF
Why She's on the List
▶ 20+ years in industry leadership roles,
including being part of a management team
that brought DVTEL from a startup to a $92
million acquisition by FLIR Systems in 2015
▶ Ran DVTEL's tech support and led analog to
IP video migrations for many Fortune 500
companies, airports, safe city programs and
schools
Maria Cambria
Vice President, Sales
Enablement - Solutions,
Teledyne FLIR
▶ Helped build national and global centers of
excellence, ensuring customers like Google,
Visa and Amex received consistent service
anywhere in the world through their chosen
integrators
▶ One of first industry professionals supporting
IP video systems, through NiceEye, a
startup IP video provider launched in 2000
▶ Worked with Axis, VCS (acquired by Bosch)
and Smart Sight (acquired by Verint) to trailblaze
IP video tech into the industry
▶ Served as mentor to many former team
members who are now executives in their
own right at different companies
THE CAMBRIA FILE
▶ Born in Suffern, N.Y., in
1971
▶ Younger sister to three
brothers, father owned
construction business,
mother raised children
and worked as a school
district administrative
assistant
▶ Married with two collegeage
children
▶ Earned B.S. in computer
science
▶ Formed employee
resource group for women
at Teledyne FLIR called
Elevate, named a 2022
Women in Security Power
100 honoree
▶ Says if career had taken
another path, she might
have been a teacher
▶ Other interests include
spending time with
friends/family, exercise
(e.g. pickleball), fine dining
Part of SIA's Women in Security Forum, Cambria
is active in other industry initiatives such as
Mission 500's annual Security 5K.
Keys to Success
" Throughout my career, I have been blessed
with managers who were more like mentors
and believed in me. They educated me on the
industry and business principles and, most importantly,
helped me avoid major missteps. All
while allowing me to challenge their traditional
way of thinking, which led to respectful and
productive debates.
" My approach is to always put my customer
at the center of what we do. When you do that,
you realize we have an impact on people's
lives and can make a difference. Colleagues
30
Security Sales & Integration MARCH 2023
▶ Volunteers inside and outside the industry,
including raising $200K+ for college-bound
high school seniors and participates in SIA's
Women in Security Forum and the Mission
500 Security 5K
and I used to joke that we save lives, but that
is the reality. Once you realize it, you also realize
it is an honor and privilege to serve your
customer and one to not take lightly.
" The biggest challenge was being part of
multiple acquisitions. Transitioning from a
small organization with less infrastructure to
a larger organization with multiple layers and
stakeholders is a challenge and takes time to
adjust. Once I was able to regain my focus on
the customer, I figured out where I could best
contribute to the team and the rest came easy. "
Doing Something About Diversity
" Early in my career, the security industry was
male-dominated and there weren't many
other women I could talk with or relate to, and
that was tough. That's why I love to see the
focus on diversity and inclusion, and I'm happy
to see more woman leaders in the industry. I
admire the women who are leading efforts to
support each other within the industry.
" As a woman leader in this industry, I thought
it was important to help other women not only
succeed but want to be part of this great industry.
So, I formed an employee resource group
for women at Teledyne FLIR called Elevate. This
group helps provide women in this industry the
same type of support I received early in my career,
in order to build the confidence they need
to succeed in their career. "
Sound Advice for Integrator Partners
" Most integrators focus on keeping pace
with industry changes, but it's a fast-moving
industry and the challenge is to anticipate
these changes and be able to pivot quickly.
Understanding your limitations with in-house
personnel, accepting them, then building a
plan and a network around that will help them
serve their customers better. Supply chain is
a real concern all over the world and in every
industry, and a primary struggle is sourcing
alternatives that don't compromise quality. I
don't see it settling down for quite some time. "
Biggest Wish for Industry Change
" We need to put more emphasis on security
and advancing AI to be more preventive. Sometimes
security is a second thought due to cost;
however, one bad event can destroy a community,
business, livelihood, etc. We save lives and
need to be able to live up to the honor. "
securitysales.com
2023
http://www.securitysales.com
Security Sales & Integration March 2023

Table of Contents for the Digital Edition of Security Sales & Integration March 2023
