Role Summary:
Responsible for executing and scaling the Certified Partner motion at Genetec. This role owns the end-to-end lifecycle of new partners and new partner branches-from recruitment and onboarding through repeatable revenue generation-while directly managing the Inside Sales Representative (ISR) and Partner Account Specialist (PAS) teams that support Certified partners day to day.
This role ensures continuity between program design and execution by owning both the onboarding framework and the teams responsible for operating it, eliminating handoff friction and gaps in accountability. It also fills a critical coverage need by supporting larger and more complex opportunities within Certified partners, collaborating with ISRs/PAS and Enterprise or Named Accounts teams when deal size and complexity warrant.
Reporting to the Regional Director for Partners, this role is accountable for building and reinforcing a repeatable, scalable system that consistently moves partners from onboarding ? Certified productivity ? readiness for Elite or Unified Elite alignment.
Core Objectives:
Refine and execute a structured, repeatable onboarding motion that drives first wins and a sustainable pipeline
Ensure continuity and accountability from partner recruitment through Certified-stage revenue execution
Lead and develop the ISR/PAS teams responsible for managing Certified partners at scale
Provide senior commercial support on complex Certified-partner opportunities
Create a predictable, measurable path for partners to graduate into Elite and Unified Elite status
Key Responsibilities:
Partner Onboarding & Branch Development
Refine, implement, and continuously improve the standardized onboarding framework for new partners and new partner branches
Identify, recruit, and onboard channel partners aligned with territory and vertical strategies
Define onboarding milestones, success metrics, and timelines leading to first deals and repeatable business
Oversee partner setup, including credit approvals, channel agreements, certifications, and program compliance
Serve as the primary Partner Champion during early stages, building strong relationships that establish brand preference and early momentum
Certified Partner Revenue Execution & Continuity
Own the Certified partner segment until partners demonstrate readiness for Elite or Unified Elite alignment
Ensure seamless transition from onboarding into ISR/PAS-led day-to-day execution with continuity of momentum
Define graduation criteria, readiness indicators, and structured handoff processes to PAE coverage
Maintain executive-level visibility into partner health, performance, and pipeline maturity
Certified Partner Sales Team Leadership (ISR / PAS)
Recruit, lead, coach, and develop the ISR/PAS teams responsible for managing Certified partners
Set performance expectations, KPIs, and development plans aligned to pipeline creation, deal progression, and revenue outcomes
Drive excellence in lead qualification, follow-up, opportunity management, forecasting, and CRM hygiene
Foster a disciplined, data-driven, partner-centric sales culture with clear accountability standards
Ensure ISRs/PAS are equipped with strong product knowledge, program understanding, and competitive positioning
Complex Deal Support & Coverage Gap Management
Act as a senior commercial resource for larger or more complex opportunities within Certified accounts
Partner directly with ISRs/PAS on deal strategy, value articulation, partner navigation, and close planning
Engage end customers by exception when deal complexity or scale requires senior involvement
Coordinate with Enterprise or Named Accounts teams when opportunities meet escalation thresholds
Business Planning, Performance & Forecasting
Own forecasting accuracy and pipeline health for the Certified partner segment
Conduct structured business reviews to assess partner performance, execution gaps, and growth opportunities
Monitor conversion rates from onboarding ? first deal ? repeat business ? Elite readiness
Identify underperforming partners early and deploy corrective action plans
Present performance insights, risks, and recommendations to partner sales leadership
Cross-Functional & Ecosystem Collaboration
Work closely with Sales Engineering, Marketing, Product Marketing, Customer Support, Professional Services, Finance, and Operations to ensure coordinated execution across the sales cycle
Partner with Marketing on lead flow, nurture programs, and campaign execution for Certified partners
Ensure partners align with Genetec programs, pricing structures, and certification requirements
Liaise with technology partners to ensure integration alignment and joint value propositions
Market Awareness & Representation
Stay informed on market trends and competitive landscape to proactively identify risks and growth opportunities
Represent Genetec in partner meetings, industry events, and with technology partners as needed
What Success Looks Like:
Faster time-to-first-deal for new partners and new branches
Predictable and repeatable revenue generation from Certified partners
Clear, measurable progression of partners into Elite and Unified Elite tiers
Strong ISR/PAS performance, retention, and development
Improved forecast accuracy and pipeline maturity across the Certified segment
What makes you a great fit:
Experience
8-12+ years in channel sales, partner development, or sales leadership
Demonstrated experience building onboarding or early-stage partner motions that scale
Proven ability to lead sales teams while operating hands-on in complex deal environments
Experience managing partner segments without dedicated field coverage
Skills & Capabilities
Strong program design and operational execution skills
Advanced forecasting, pipeline management, and performance analytics
Ability to translate technical solutions into clear business value
Executive-level communication, influence, and negotiation skills
High accountability with a bias toward action and continuous improvement
Education
Bachelor's degree in Business, Marketing, or a related field preferred
Travel
Willingness to travel for key partner engagements and critical opportunities
Why This Role Matters:
This role eliminates fragmentation between partner onboarding, execution, and scale. By unifying program ownership with ISR/PAS leadership, Genetec creates a consistent, accountable motion that accelerates Certified partner productivity, closes coverage gaps, and builds a stronger, more durable partner ecosystem.
Let's talk perks!
Attractive compensation package with 401K match
Training Tuition Reimbursement Program
Work-life balance with a flexible working schedule
We know that diverse backgrounds and experiences bring great value to our teams. Even if you don't think you tick all the boxes, we still encourage you to apply - your profile may surprise us!
Thank you for your application, but please note that only selected candidates will be contacted. Head-hunters and recruitment agencies may not submit resumés/CVs through this website or directly to managers.
