On the RISE: Colby Mulry, Director of Channel Sales, Ambient.ai

For this installment of On the RISE, the Security Industry Association (SIA) spoke with Colby Mulry, director of channel sales at Ambient.ai.

Security Industry Association: Tell us a little bit about yourself and your career path.

Colby Mulry: My journey into the security industry began almost by accident. While in college, I met the owner of a leading security integration firm at a holiday party. A conversation about my interest in sales and marketing turned into a part-time opportunity during my senior year, supporting account management.

More than a decade later, I’ve had the privilege of working across both the integrator and manufacturing sides of the industry, always focused on disruptive, high-impact technologies. Today, I lead the channel sales and partnerships program at Ambient.ai, where we’re reimagining the future of physical security through the most advanced computer vision technology.

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

Mulry: Initially, I didn’t realize the impact or scale of the security industry. But what drew me in—and keeps me driven—is the real-world impact of the solutions we deliver. Knowing that the technology we deploy helps protect people and environments is incredibly meaningful. Over the years, I’ve seen firsthand that while the industry is vast, the shared mission is clear: to make the world a safer place.

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

Mulry: I strongly believe in the value of mentorship and I’ve been fortunate to have several incredible mentors shape my path.

Mark Chandler, Mariam Rogers Walker, Don Morron and James Connor have each offered a unique perspective, from strategy and leadership to integrity and personal development. Their guidance has helped me navigate challenges, see around corners and consistently push toward the next level.

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

Mulry: Most people don’t realize that I have a deep passion for entrepreneurship and real estate. Before the age of 30, I acquired and sold multiple commercial properties. I’ve found real estate and the security industry to be closely connected and building knowledge in both areas has strengthened my perspective as a business leader.

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

Mulry: Being young in a traditionally established industry can come with its challenges—especially around perception. I still remember attending one of my first large-scale conferences early in my career.

During a keynote, the speaker asked attendees to stand based on the decade they were born. When it came to the 1990s, I was the only person in a room of more than 200 to stand. It was an eye-opening moment that underscored how unique my position was.

Now, at 33, I’ve spent nearly 12 years working with emerging technologies, and while I’ve occasionally had to demonstrate that age doesn’t limit capability or insight, youth also brings major advantages—energy, adaptability and a forward-looking mindset. That mindset has allowed me to align with some of the most transformative innovations in our industry, like what we’re delivering at Ambient.ai.

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

Mulry: Find a company with a clear mission and values that align with your own, then seek out a mentor early. A strong mentor is more impactful than any product training or textbook; you’ll gain perspective, confidence and an understanding of how to grow in your role and in your career.

SIA: What do you enjoy most about being at your company—and in the security industry?

Mulry: Ambient.ai has given me the opportunity to grow something from the ground up. Building a channel program from scratch is no small feat, especially in an industry where trust is everything. We’re not just another solution; we’re pioneering a new category.

Seeing our partners embrace Ambient’s potential and bring it to market with energy and belief has been deeply rewarding. I’m excited for what’s ahead.

SIA: How do you define success?

Mulry: A relentless pursuit of excellence, fueled by hard work, dedication and a willingness to make sacrifices—a philosophy I live by and a quote I admire from Kobe Bryant.

SIA: How do you think the SIA RISE community can help foster the careers of young people in the security industry?

Mulry: Awareness and education are critical. When I was in school, I didn’t realize how vast and sophisticated the security industry was. Most students use access badges or walk past surveillance cameras without ever thinking about the ecosystem behind them. RISE can bridge that gap by showing young professionals the depth of opportunity in our field.

SIA: What does RISE offer that is most important to you/your company?

Mulry: RISE brings together a community of professionals who are both accomplished and invested in the next generation. That mix of experience and willingness to give back is powerful—for individuals and for the future of the industry as a whole.

SIA: What are some key components of your role with Ambient.ai?

Mulry: My role is centered on building and scaling our Channel Partner Program from the ground up. That includes identifying strategic partnerships, building trust across the ecosystem and aligning with organizations that share our vision: to prevent every security incident possible.

It’s about creating a repeatable, trusted model that empowers our partners to succeed in bringing artificial intelligence-driven security to the enterprise.

SIA: What key challenges, opportunities and/or trends do you see as most important to the security industry – or more specifically to those in the artificial intelligence space like Ambient.ai?

Mulry: One of the biggest challenges is education and overcoming skepticism. The security industry has seen a lot of emerging technologies come and go and understandably many professionals are cautious. But AI is not a trend; it’s a foundational shift.

To ignore AI today would be like ignoring the internet in the 1990s. Integrators who have historically relied on traditional access control and VMS models now have a massive opportunity to evolve with the expectations of modern end users. Those who embrace intelligent software early will deliver outsized value to their customers and grow with the market.

SIA: What drew you to security sales and what are some of the most important elements of security channel sales?

Mulry: What drew me in was the impact; this is software and technology that can change lives and protect people every single day. In the channel space, everything comes down to trust: trust in the solution, trust in the partnership and trust that we’ll deliver on our promises.

At Ambient.ai, our channel team is focused on building exceptional partner experiences. We’re not just selling a product; we’re building a trusted ecosystem that delivers innovation and reliability at scale.

SIA: What has been the most rewarding accomplishment or experience in your career in the security industry?

Mulry: Two moments stand out. First, seeing individuals I’ve mentored grow into strong leaders and succeed in their own careers has been incredibly fulfilling. Second, having the opportunity to build the channel program at Ambient.ai has been a professional milestone.

It’s a program rooted in long-term relationships, industry reputation and a clear sense of purpose—something I take immense pride in helping to shape.

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

Mulry: Computer vision and AI will become the foundation of the entire security industry. In five to 10 years, physical security will be defined by intelligent systems that detect, understand and respond to real-world threats in real time.

The future isn’t just about seeing what happened; it’s about preventing what could happen.

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.

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