Director – Channel Partner Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of new business revenue generated through the enterprise security channel, focusing on pipeline generation, forecast accuracy, and quarterly performance attainment.

• Lead senior regional sales managers, regional sales managers, and sales engineers to implement a cohesive channel strategy and prioritize objectives.

• Recruit, empower, and expand channel partners, transforming the partner network into a reliable and consistent revenue source.

• Create scalable sales processes, including segmentation, territory design, playbooks, and stage definitions that can be applied beyond individual contributors.

• Establish the necessary metrics, dashboards, and forecasting discipline that the go-to-market leadership team depends on for decision-making.

• Define the role of sales engineering in supporting the channel, from partner technical enablement to opportunity-level assistance.

• Utilize AI tools for research, prospecting, partner planning, and forecasting, setting the standard for the team's use of these technologies.

• Recruit, develop, and retain sales talent; establish performance expectations and coach managers and individual contributors towards achieving them.

• Collaborate with marketing, product, and customer success teams to align messaging, pricing, and roadmap inputs with the needs of partners and end customers.

• Represent Genea in interactions with senior stakeholders at partner firms and end customers, including participation in industry events.

⛳️ Requirements

• 8–10+ years of experience in B2B sales or business development, with a minimum of three years in leadership roles focused on developing sales teams.

• Experience in channel or partner sales, including recruiting, enabling, and managing external partners as a sustainable revenue source.

• Proven track record of establishing repeatable, programmatic sales processes rather than relying solely on individual performance.

• Experience in achieving and delivering on revenue targets, with accountability for forecast accuracy.

• Experience in building or scaling a sales function, including hiring and developing team members.

• Proficient with CRM and reporting tools; capable of constructing and interpreting pipeline and forecast dashboards independently.

• Practical experience in applying AI tools to go-to-market strategies, with sound judgment regarding their effectiveness.

• Strong quantitative abilities; comfortable analyzing data to assess performance and set targets.

• Outstanding written and verbal communication skills, with the capacity to present confidently to executive and partner audiences.

• Willingness and ability to travel for customer, partner, and industry events.

• Experience selling physical security or property technology through a partner channel is preferred.

• Experience leading or collaborating with sales engineering in a technical, solution-oriented sales setting is preferred.

• Must be eligible to work in the United States, as Genea utilizes E-Verify for all new hires in the U.S.

🏝️ Benefits

• 401k matching

• PTO

• 100% paid parental leave

• Remote work options

• Development/training opportunities

• Medical insurance

• Dental insurance

• Vision insurance

• Flexible spending accounts (FSA)

• Life insurance

• Accidental death and dismemberment (AD&D) insurance

• Long-term disability (LTD) coverage

• 401(k) retirement savings plan