About this role
What You'll Be Responsible For:
Build Strategic Partnerships
- Develop executive relationships with leading Access Control manufacturers, distributors and systems integrators
- Create and execute regional business plans for strategic partners
- Identify new partnership opportunities that accelerate enterprise growth
- Position Sign In Solutions as the preferred visitor management and access intelligence platform alongside access control solutions
- Negotiate and execute commercial partnership agreements
Drive Revenue Growth
- Deliver predictable partner-generated pipeline and ARR
- Build joint account plans alongside sales teams
- Identify expansion opportunities across existing partner customers
- Maintain accurate forecasting and partner performance reporting
- Drive measurable partner contribution against quarterly and annual revenue targets
Partner Enablement
- Design and deliver partner onboarding programmes
- Build scalable commercial and technical enablement
- Deliver sales training and certification programmes
- Equip partners with compelling messaging, competitive positioning and solution demonstrations
- Ensure partners understand and can confidently articulate our Access Intelligence strategy
Joint Go-to-Market
Collaborate with Marketing to deliver:
- Joint campaigns
- Webinars
- Industry events and trade shows
- Co-branded collateral
- Customer success stories
- Product launches
- Executive roundtables
Executive Relationship Management
Develop trusted relationships with Executive, Sales, Channel, Technical, Product and Marketing leadership. Lead Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs) with strategic partners.
Cross-Functional Leadership
Partner closely with Enterprise Sales, Mid-Market Sales, Marketing, Product, Solutions Engineering and Customer Success to maximise partner success and customer outcomes.
Travel
Approximately 40–60% regional travel, including executive partner meetings, customer engagements, industry conferences, sales kick-offs, quarterly business reviews and strategic planning sessions.
What Success Looks Like:
In the first 12 months:
- Established 8–12 strategic manufacturer and national integrator partnerships
- Developed 25+ active systems integrator relationships
- Built a repeatable partner onboarding and enablement programme
- Created strategic business plans for all Tier 1 partners
- Delivered measurable partner-generated pipeline
- Generated predictable ARR through the channel
- Built a scalable regional partner ecosystem capable of supporting long-term growth
What You Will Bring:
Ideal Background
- 8+ years of enterprise channel, alliance or strategic partnership leadership
- Demonstrated success building high-performing channel programmes
- Experience within Physical Security, Access Control, Identity Management, Enterprise Software or Cybersecurity
- Existing executive relationships across the physical security ecosystem
- Proven history of generating multi-million dollar partner revenue
- Experience collaborating with Enterprise Sales organisations
- Strong executive presence with excellent communication and negotiation skills
- Comfortable presenting to C-level executives and leading strategic planning sessions
Preferred Industry Experience
Experience working with organisations such as:
Access Control Manufacturers
- HID, Genetec, Gallagher, Brivo, LenelS2, Axis Communications, Avigilon, Honeywell, Bosch, Johnson Controls, Motorola Solutions, Integrated Control Technology (ICT)
Systems Integrators
- Convergint, Securitas Technology, Siemens Smart Infrastructure, Schneider Electric, Stanley Security, Allied Universal Technology Services, ADT Commercial
Our Culture & Values:
We're a team that challenges "good enough" - collaborative, curious, and focused on solving real problems. We keep things simple and put our customers at the centre of everything we do.
Our values guide how we work every day:
- Customer first
- Respect and dignity
- Be accountable
- Honesty and positivity
- We're here to win
- Do good and give back
The target bonus is performance-based and subject to the terms of the company’s applicable incentive compensation plan.