Our Women in Security Q&A series continues with Nikki Cardenas, national channel partner manager for Gallagher Security. She traces her security industry journey, discusses how she overcomes obstacles and shares her industry inspirations.
Security Sales & Integration: How did you get into the security industry?
Nikki Cardenas: I began my career at an Austin-based startup focused on Enterprise Content Management (ECM) and web experience management software. That company was eventually acquired by OpenText, which gave me valuable exposure to the growth and evolution of enterprise technology organizations.
From there, I continued my career at a global IT reseller, where I had the opportunity to grow and take on increasing responsibility. During that time, I joined Arrow Electronics, and that’s where I was first introduced to the physical security industry.
I supported vendors focused on video data management and infrastructure, and through that work I began collaborating closely with Stone Security. That experience opened my eyes to the complexity and impact of the security ecosystem.
As I worked more deeply with security system integrators and technology partners, I developed a real appreciation for the role these solutions play in protecting communities and critical infrastructure. Not long after, I was recruited by Pivot3 (now Quantum), where our focus was on high-performance infrastructure supporting video surveillance environments.
We were heavily involved in sectors like transportation, public safety, and school safety—anywhere organizations needed to manage and analyze large volumes of camera data.
Since then, I’ve continued to build my career in the security industry across sales, program management, and marketing roles. Each step has reinforced my passion for this field and for the people and technologies that help create safer environments.
SSI: Have you encountered any difficulties or obstacles in your security industry career?
Cardenas: Obstacles? More like hurdles, and plenty of them. As many know, the security industry has historically been male-dominated, and as a woman entering the field, you quickly learn how to navigate those hurdles and demonstrate your knowledge and credibility.
Early on, I realized that every challenge was also an opportunity to grow. Each obstacle pushed me to learn more about the technology, the business, and the people who make this industry what it is.
What’s helped me most along the way is the strength of relationships. One of the things that makes the security industry unique is the sense of community; it truly feels like a family. Leaning into those relationships and continuing to learn from every experience has been key to overcoming challenges and moving forward.
SSI: Whom would you point to as the most influential and helpful mentors in your career? What did they do to help you?
Cardenas: I’ve been fortunate throughout my career to build meaningful connections with mentors, colleagues, and partners who have supported and encouraged me along the way. One mentor who had a profound impact on my professional journey was Bruce Milne. I met Bruce very early in my career, and he was someone who believed in my potential from the start.
When Pivot3 was launching its partner program, he called me and entrusted me with leading the program design and rollout. That opportunity was pivotal and gave me invaluable insight into the industry and helped shape my confidence as a leader. We stayed in touch over the years, and I’m incredibly grateful for the mentorship, guidance, and encouragement he provided.
While I’ve been lucky to have strong professional mentors, my greatest mentor and North Star has always been my dad. I was raised by a single father who has been my biggest inspiration, supporter and honest critic. He taught me the importance of hard work, resilience and always striving to give more than what’s expected. His message was simple but powerful: never settle and always show up as the best version of yourself.
One lesson from him has stayed with me my entire life. The summer after my first year of college, he had me come home to work in a local factory in our small town. I remember coming home every day frustrated and in tears because I hated the work.
One afternoon, as I pulled into the driveway, he was sitting outside waiting for me. He looked at me and said, “If you don’t finish college and if you ever give up on yourself, this could be your future. So don’t quit. Be the best version of yourself, for yourself.”
That moment has stayed with me ever since. It instilled in me a deep sense of determination and a commitment to keep pushing forward, no matter the challenge.
SSI: What is your proudest career accomplishment?
Cardenas: I’m proud of my accomplishments throughout my career, but a few stand out as especially meaningful. One of my proudest achievements was building and launching the partner program at Pivot3, including the rollout of the PMR system. It was incredibly rewarding to help create a structured program that empowered partners, strengthened collaboration and ultimately drove growth for the business.
Another highlight was bringing my partner management expertise to Milestone Systems, where I had the opportunity to establish and lead the company’s first Global Channel Marketing team. In that role, we focused on expanding our reach and accelerating revenue growth by deepening engagement with our most strategic partners around the world.
It was exciting to help shape a new function that aligned marketing and channel strategy in a way that delivered real impact.
Now, at Gallagher Security, I’m equally excited about the opportunity ahead. The national channel partner manager role is a new position and I’m energized by the chance to help build and shape it by creating programs, strengthening partnerships and leaving my own fingerprint on the growth and success of the organization.
SSI: What do you love most about working in the security industry?
Cardenas: One of the things I love most about the security industry is the sense of community. I often say that this industry truly feels like a family and major events and conferences are like one big reunion where you reconnect with colleagues, partners and friends from across the ecosystem.
There’s a strong culture of collaboration and support that makes this industry special. People genuinely want to see each other succeed, and those relationships often last throughout your entire career. It’s an incredibly rewarding space to be part of because once you’re in the security industry, you’re in for life.
SSI: How can the security industry become even better?
Cardenas: One of the ways we can continue to strengthen the security industry is by investing in the next generation. Creating programs that introduce young people to the opportunities within this field would be incredibly valuable.
Many students and young professionals simply aren’t aware of the wide range of careers the security industry offers, from technology and engineering to sales, marketing and operations. By actively exposing youth and young adults to these pathways, we can attract fresh perspectives and build a stronger, more diverse talent pipeline for an industry that is only continuing to grow.
Another area for improvement is developing a more unified and accessible approach to training across the industry. Making it easier for professionals—especially those who have been in the field for many years—to access updated education and certifications will help ensure the workforce continues to evolve alongside rapidly advancing technologies.
Finally, inclusion will remain a critical factor in the industry’s growth. By continuing to welcome diverse backgrounds, perspectives and experiences, we not only strengthen our talent pool but also drive innovation and resilience across the entire security ecosystem.
Click here to read our entire Women in Security Q&A series!
