Director, Strategic Access Control Partnerships

Sign In Solutions | Visitor Management System; Saint Petersburg (FL); Hybrid; USD 170,000 - 260,000; Full time

Job summary

Sign In App seeks an experienced channel sales leader to build and scale the global Access Control partner ecosystem. You will establish executive relationships with manufacturers, integrators and distributors to generate qualified pipeline and ARR.

You’ll own your region, define strategy and lead joint go-to-market programmes, partner enablement, and cross-functional collaboration to maximise partner success.

Qualifications

• 8+ years of enterprise channel, alliance or strategic partnership leadership.
• Proven success building high-performing channel programmes.
• Experience with Physical Security, Access Control, Identity Management, or Cybersecurity.

Responsibilities

• Build and scale a global Access Control partner ecosystem.
• Develop executive relationships with manufacturers, integrators and distributors.
• Define regional partner plans and drive ARR.
• Lead partner enablement, trainings and joint go-to-market.
• Drive quarterly business reviews with strategic partners.

Skills

Enterprise channel leadership

Executive relationships

Partnership programs

Strategic collaboration

Negotiation and dealmaking

Job description

At Sign In App, we're redefining how organisations manage access and visitor management. We believe security and great experiences should go hand in hand, helping organizations protect their people, simplify compliance, and create seamless workplaces. Trusted by 30,000+ organizations worldwide, we're building the future of Access Intelligence - making every interaction safer, smarter, and more welcoming.

As we accelerate our growth, strategic partnerships with Access Control manufacturers, systems integrators and security channel partners will become one of our most important routes to market. This role will lead that expansion.

We're looking for an experienced channel sales leader to build and scale our global Access Control partner ecosystem. This is not a traditional reseller management role. You'll establish executive relationships with leading Access Control manufacturers, security integrators, distributors and installation partners to generate qualified pipeline, create joint go-to-market programmes and position Sign In Solutions as the preferred visitor management and compliance platform alongside access control deployments.

You’ll own your region, define the strategy and be accountable for partner-generated pipeline and Annual Recurring Revenue (ARR).

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

• 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

• 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

This isn’t just about us getting to know you. We believe you need to dive in to get to know us. We encourage you to research and read up on our company news and articles. Throughout the recruitment process, you will be given the opportunity to ask lots of questions, meet different members of our team, and get hands on to showcase your skills. As you get to know what we’re all about, we hope you’ll become increasingly confident and excited that we could be your next big move. Once your application is received and reviewed, qualified candidates will move on to our next steps.

Sign In App is an Equal Employment Opportunity and Aff… Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

The target bonus is performance-based and subject to the terms of the company’s applicable incentive compensation plan.