On the RISE: A Conversation with Ryan Knoll, Pro-Tec Design Business Relationship Mgr.

For this installment of “On the RISE,” SIA spoke with Ryan Knoll, business relationship manager at Pro-Tec Design. Responses have been edited for clarity and style.

SIA: Tell us a little bit about yourself and your career path that has brought you to Pro-Tec Design.

Ryan Knoll: I grew up surrounded by a family dedicated to public safety. My early years were filled with various sports, leading to a strong competitive drive and a love of being part of a team. This blend of public safety influence and fundamentals learned in athletics guided me toward a career in law enforcement.

From a young age, I can’t remember wanting to be anything other than a police officer, helping others and chasing bad guys. Unfortunately, the events and significant changes in the profession post-2020 led my family and me to explore alternate career paths.

Fortunately, I successfully transitioned to the corporate security sector, working in a role focusing on workplace violence and threat management at a Fortune 100 company. Although I enjoyed the work and the pace of the role, I missed face-to-face interactions and helping people out in the community.

Recently, I shifted to the integration side of physical security, and I feel like it is the perfect fit. Leveraging all my past experience in law enforcement and threat management, combined with having used the systems I now implement, has been invaluable.

My diverse background from my previous roles allows me to offer a unique perspective to the customers I assist.

SIA: What first got you interested in security and safety as a career choice?

Knoll: My interest in security and safety was significantly influenced by my uncle, who served as a deputy sheriff for 30 years and later as a U.S. marshal. Listening to his stories about tracking and arresting fugitives, along with watching the TV show “Cops,” ignited my passion for public safety.

His dedication to helping others and holding criminals accountable resonated with me at an early age, and it was something I always wanted to do.

During college, I worked at a local bar frequented by law enforcement officers from various local, federal and international agencies. This environment gave me access to a wealth of knowledge and the opportunity to explore different career paths within law enforcement.

What stood out was how welcoming and open everyone was in sharing their experiences and offering advice and support as I completed my education and began my job search.

SIA: Who has influenced or mentored you — either within the security field or outside?

Knoll: Fortunately, there is a tremendous resource available to anyone looking for mentoring/guidance: LinkedIn. Initially, as a former police officer concerned with privacy, I hesitated to join and contribute; however, if there’s one piece of advice I can offer to anyone looking to connect with others in the industry, it’s to join LinkedIn and find people who share your interests or spark your curiosity.

One of my first and most influential connections was Carlos Francisco. He is exceptional in every regard and goes out of his way to help others. He has taken the time to connect with me via phone and text on several occasions, offering invaluable advice on transitioning from law enforcement to the corporate world.

Recently, we had the opportunity to meet in person when he spoke at our local Minnesota ASIS chapter. Other great leaders include Eric Vento, Brian Tuskan (Cop to Corporate) and Jessica Flores.

I highly recommend connecting with or following them if you’re considering a career change or moving from law enforcement/military to the private sector.

I was also fortunate to be selected as a mentee in the SIA Talent Inclusion Mentorship Education (TIME) program, where I’ve been working with John Nemerofsky of SAGE Integration.

His wealth of knowledge and structured meetings covering nearly every aspect of the security industry have been incredibly helpful for someone just starting out on this side of the industry.

Recently, I’ve also had the opportunity to spend time with Jon Harris and Joel Lavespere, who have extensive experience in the security industry and have provided me with invaluable guidance.

Joel volunteered his time to lead a Physical Security Professional certification study group for our local ASIS chapter, and I look forward to taking the exam shortly.

Lastly, I’m lucky to work for a company with knowledgeable and supportive sales and engineering teams. They have been welcoming to someone from outside the industry and take time out of their busy days to answer my questions, no matter how basic they might seem.

We are a small, employee-owned company, and it truly feels like a team effort. As I’ve started out in the industry, our local manufacturer partners have also been a tremendous resource.

SIA: What’s something most people don’t know about you?

Knoll: Outside of being a girl dad and chasing two daughters under 10, most people don’t know that my favorite hobbies are reading and self-improvement/training. Finding the time can be challenging, but I still do my best to prioritize it.

I particularly enjoy pursuing technology-focused training and certifications. As physical and cybersecurity continue to converge, I believe having a solid technological foundation is crucial.

Cybersecurity is an area I find fascinating and have been actively pursuing. I’ve already acquired several certifications and plan to continue developing my knowledge. One emerging field that I believe will significantly impact physical security is generative artificial intelligence (AI) and machine learning.

I plan to pursue training and certifications in AI.

SIA: What are some challenges and advantages of being a young professional in security?

Knoll: The steep learning curve is one of the biggest challenges I’ve faced in my new role. Physical security is a vast field, and many of my colleagues have spent years progressing through the ranks, accumulating knowledge along the way.

Coming from the user side, it felt a bit like jumping into the deep end. I’ve learned to rely heavily on those with more experience while I work to build up my own skill set. Having a positive attitude and committing to putting in the work have served me well so far.

The most significant advantage of being a millennial (I believe that’s the right term for ’80s babies) and being on the younger side of the industry is the unique ability to connect with older generations while being comfortable leveraging emerging technology.

Additionally, switching career paths to an adjacent field when I did has allowed me to consult from a unique perspective, leveraging my decade-plus of real-world experience.

SIA: What advice do you have for young professionals just starting out in the industry?

Knoll: My advice for young professionals just starting out in the industry is to “get comfortable being uncomfortable.” Stepping out of your comfort zone and putting yourself out there is crucial.

One of my favorite training and personal development books is The Little Book of Talent by Daniel Coyle. In it, Coyle discusses the concept of “reaching,” which he believes is critical to high-level performance.

High-level skill development comes from pushing yourself beyond your comfort zone and embracing discomfort. Staying within your bubble and avoiding new experiences and knowledge won’t lead to growth.

Another foundational concept I utilize daily is “staying in your three-foot world.” Mark Owen (pseudonym) is a former Navy SEAL who wrote several books, including No Hero: The Evolution of a Navy SEAL.

In it, Owen explains that your primary focus should be on where things that matter and things you can control overlap (using a Venn diagram to illustrate his point). Doing this allows you to maximize your mental bandwidth while significantly reducing stress and anxiety.

SIA: What do you enjoy most about being at Pro-Tec Design and in the security industry?

Knoll: What I enjoy most about working at Pro-Tec is the outstanding support and growth mindset. Everyone at the company is willing to go out of their way to help others succeed, unlike anywhere else I’ve worked.

Our sales director, Drew Burch, has been incredibly supportive of training and attending industry events and trade shows. This support has had a direct impact on my personal development, growth and success in a short period of time.

Another unique aspect of our company is its longstanding presence in the local security community. Few companies have been around for over 50 years, and this longevity has fostered deep relationships not only with customers but also with our partners across the industry.

What I enjoy most about working in the security industry is knowing that the solutions I provide have a real impact on the safety and security of others. Ensuring people feel safe and secure has been a guiding principle throughout my career.

Having responded to situations where security systems have failed in my prior career and witnessed the effects, I am driven by a sense of responsibility to ensure the success of the solutions I design.

SIA: How do you define success?

Knoll: I define success by the feedback we receive from our customers, particularly when they share that their students, employees or workers feel safe and secure in their environments. This gives me immense satisfaction.

While working on the community response team as an officer, one of my favorite events to attend was the local neighborhood meetings. I loved hearing that the solutions we were providing impacted their daily lives for the better.

In my current role, a key goal is helping customers stay ahead of the curve while making their daily lives easier, safer and more efficient. One of my favorite aspects of my role is maintaining ongoing conversations to ensure these outcomes are achieved.

SIA: How do you think the SIA RISE community can help foster the careers of young people in the industry? What does the program offer that is most important to you and Pro-Tec Design?

Knoll: SIA RISE is an exceptional resource for those beginning their careers or new to the security industry. I’ve found tremendous value in participating in the LinkedIn group and connecting with fellow members. It’s fantastic to engage with others in similar roles, share ideas and learn about new opportunities.

Two resources I highly recommend for companies are AcceleRISE and the TIME program. Having recently attended my first AcceleRISE event, I can attest to the invaluable experience of connecting with industry leaders and like-minded individuals in person.

My favorite part of the event was connecting with those I had only spoken with virtually prior.

The TIME program allows you to be paired with an industry leader and participate in monthly meetings for a year. Katie Greatti does a tremendous job of pairing mentors and mentees and facilitating a framework for the meetings. She is also instrumental in planning AcceleRISE and making the events a success.

These programs are exceptional at fostering career growth and development.

SIA: What are some key components of your role with Pro-Tec Design?

Knoll: The primary focus of my role at Pro-Tec Design is acquiring new business. This involves identifying, researching and connecting with potential customers. I enjoy utilizing many of the investigative skills I developed in my previous roles.

Researching and crafting an outbound plan has been more enjoyable than I initially expected.

Once I connect with a new customer, I conduct an onsite visit to understand their existing security systems and future goals. Based on our discussions, I design and engineer a physical security system tailored to their needs. Pro-Tec Design partners with a wide range of manufacturers, so it’s my responsibility to select the appropriate platform and technology for each situation.

Site visits are reminiscent of my work in law enforcement, and I love being in an outside sales role; it allows me to get out of the office and interact with customers in various ways.

After spending so much time in the field, I found sitting inside at a desk in a cubicle challenging.

The variety and challenge of designing unique systems are key components of my work. The technical aspect of specifying the correct solution and materials for each job is like solving a puzzle; it provides great satisfaction upon completion.

SIA: Prior to working in the industry, you served in law enforcement and corporate security. What were some of the most important things you learned in these roles? How have these skills helped you in your security industry career and at Pr0-Tec Design?

Knoll: The two most important skills I learned and now use daily in my new role at Pro-Tec Design are active listening and curiosity. Early in my law enforcement career, I would respond to calls with a predetermined plan, often focusing on what I wanted to say rather than truly listening.

This approach was quite narrow and often limited the effectiveness of the service I was providing. Once I learned to listen and dig below surface-level answers genuinely, I could provide a much higher level of service. This approach shift improved my ability to resolve situations and built stronger relationships with the community.

In my corporate security role, these skills became even more critical. Corporate security is a lot slower paced than law enforcement. Taking the time to step back and receive input from everyone involved to ensure they feel heard is crucially important.

Active listening allowed me to understand different departments’ and stakeholders’ unique security concerns. By being curious and asking the right questions, I could identify potential vulnerabilities and develop tailored security strategies.

This proactive approach helped in preventing incidents before they occurred and ensured a safer environment for everyone involved.

The same principles apply when meeting with customers in my current role. By actively listening and showing genuine curiosity, I can delve deeper into their pain points and uncover the root issues.

This often reveals aspects the customer was previously unaware of, allowing me to provide more effective and comprehensive solutions. It also fosters trust and demonstrates my commitment to addressing their specific needs.

Overall, these skills have been invaluable in my transition to the security industry. They enable me to connect with customers on a deeper level, understand their unique challenges and provide solutions that truly make a difference.

SIA: What key challenges, opportunities and/or trends do you see as most important to the industry, or more specifically to integrators like Pro-Tec Design?

Knoll: Recently, we’ve observed an increasing number of national and local IT companies entering the security space. This trend presents both challenges and opportunities for integrators like Pro-Tec Design.

One of the key challenges is increased competition from those not typically in the security space. IT companies often have existing relationships with customers who would otherwise seek out an integrator.

The national-level companies are also large enough that their business model differs significantly from Pro-Tec Design’s own; however, this pushes us to continuously innovate, improve our offerings and demonstrate the value of our experience to stay competitive.

On the flip side, this trend offers significant opportunities. The entry of IT companies into the security sector opens new avenues for collaboration and partnership. It allows us to engage in meaningful conversations with existing and potential customers about our unique benefits.

We can highlight our deep industry knowledge, specialized experience and personalized local/reliable service that sets us apart from larger IT firms that may outsource their work/service.

Moreover, the convergence of IT and physical security systems is a growing trend we can leverage. As these systems become more integrated, our expertise in both areas positions us well to provide holistic solutions that address a wide range of security needs.

This integration can lead to more efficient and adequate security measures, ultimately benefiting our customers.

While the influx of IT companies into the security space presents challenges, it also provides opportunities for growth, innovation and collaboration. We can continue to be successful in this evolving landscape by staying adaptable and focusing on our strengths.

SIA: What has been the most rewarding accomplishment or experience in your career in the security industry, either at Pro-Tec Design or elsewhere?

Knoll: Throughout my career, I’ve been fortunate to be in positions where I could directly help many people. When I was in law enforcement, hearing directly from individuals that my actions had significantly helped them always gave me a profound sense of satisfaction.

Whether responding to an in-progress incident, preventing an incident from occurring in my corporate role or planning a long-term narcotic operation targeting multiple vital players, receiving feedback from the community that our work had tangible results was incredibly rewarding.

This sense of fulfillment continues in my current role in the security industry. One of the most rewarding experiences has been designing and implementing security systems that genuinely enhance the safety and security of our clients.

Knowing that the solutions we provide can prevent incidents and protect others gives me a great sense of purpose.

It has also been immensely gratifying to leverage my extensive law enforcement/threat management background to consult and advise clients. This allows me to bring a unique perspective to the table, helping clients understand potential real-world vulnerabilities and how to address them effectively.

Overall, the most rewarding aspect of my career in the security industry is my work’s direct impact on the safety and well-being of others. Whether through immediate response or long-term planning, knowing that I contribute to creating safer environments drives me daily.

SIA: What are your predictions for where the security industry may be headed in the next five to 10 years?

Knoll: In the next five to 10 years, I predict the security industry will undergo significant transformations as physical and cybersecurity continue to converge. The growth of new technologies, such as generative AI and machine learning, will drive a dramatic shift in the services we provide and our customers’ requests.

As these technologies evolve, they will enable more sophisticated and proactive security measures. For instance, AI-driven analytics can enhance threat detection and response times, while machine learning algorithms can predict and prevent potential security breaches before they occur.

This convergence will lead to more integrated and comprehensive security solutions, combining physical security measures with advanced cyber-defenses.

Embracing these changes and staying ahead of the curve will be crucial for companies like ours. By proactively adopting and integrating new technologies, we can offer innovative solutions that meet our customers’ evolving needs.

This forward-thinking approach will set us apart from competitors who may be hesitant to embrace these advancements.

Moreover, the increasing importance of data privacy and regulatory compliance will shape the future of the security industry. Companies will need to ensure that their security solutions not only protect against threats but also adhere to stringent data protection standards. This will create opportunities for us to develop and implement robust, compliant security systems that inspire trust and confidence in our clients.

The next decade will bring exciting advancements and challenges to the security industry. By leveraging emerging technologies and maintaining a proactive mindset, we can continue to provide exceptional service and stay at the forefront of the industry.

“On the RISE” is a column by the Security Industry Association (SIA) in partnership with Security Sales & Integration profiling the next generation of security industry leaders. This column is part of SIA RISE, a community that fosters the careers of young professionals in the security through networking and career growth events, education and professional development offerings and scholarship and mentorship opportunities.

If you enjoyed this article and want to receive more valuable industry content like this, click here to sign up for our FREE digital newsletters!