Director, Strategic Access Control Partnerships

Jobtailor; Town of Florida (NY); On-site; USD 150,000 - 210,000; Full time

Job summary

Sign In Solutions is seeking a seasoned Enterprise Channel Partnerships Lead to build and scale a global partner ecosystem in access control and security.

You will develop executive relationships with manufacturers, distributors and integrators, create regional plans, and drive ARR through strategic partnerships, onboarding, training and joint campaigns.

Qualifications

• 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.

Responsibilities

• Build and scale Sign In Solutions' global Access Control partner ecosystem.
• Develop executive relationships with Access Control manufacturers, distributors and systems integrators.
• Create and execute regional business plans for strategic partners.
• Identify partnership opportunities that accelerate enterprise growth.
• Position Sign In Solutions as the preferred visitor management and access intelligence platform beside access control solutions.
• Negotiate and execute commercial partnership agreements.
• 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.
• Design and deliver partner onboarding programmes.
• Build scalable commercial and technical enablement.
• Deliver sales training and certification programmes.
• Equip partners with messaging, competitive positioning and solution demonstrations.
• Collaborate with Marketing on joint campaigns, webinars, industry events, trade shows, co-branded collateral, customer success stories, product launches and executive roundtables.
• 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.
• Partner with Enterprise Sales, Mid-Market Sales, Marketing, Product, Solutions Engineering and Customer Success to maximise partner success and customer outcomes.
• Establish 8–12 strategic manufacturer and national integrator partnerships in the first 12 months.
• Develop 25+ active systems integrator relationships in the first 12 months.
• Create strategic business plans for all Tier 1 partners.
• Generate predictable ARR through the channel.
• Build a scalable regional partner ecosystem capable of supporting long-term growth.

Skills

Enterprise Channel Leadership

Channel Program Development

Executive Relationship Management

Negotiation and Commercial Agreements

Access Control Industry Expertise

Job description

• Build and scale Sign In Solutions' global Access Control partner ecosystem
• Develop executive relationships with Access Control manufacturers, distributors and systems integrators
• Create and execute regional business plans for strategic partners
• Identify 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
• Deliver predictable partner-generated pipeline and Annual Recurring Revenue (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
• Design and deliver partner onboarding programmes
• Build scalable commercial and technical enablement
• Deliver sales training and certification programmes
• Equip partners with messaging, competitive positioning and solution demonstrations
• Collaborate with Marketing on joint campaigns, webinars, industry events, trade shows, co-branded collateral, customer success stories, product launches and executive roundtables
• 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
• Partner with Enterprise Sales, Mid-Market Sales, Marketing, Product, Solutions Engineering and Customer Success to maximise partner success and customer outcomes
• Establish 8–12 strategic manufacturer and national integrator partnerships in the first 12 months
• Develop 25+ active systems integrator relationships in the first 12 months
• Create strategic business plans for all Tier 1 partners
• Generate predictable ARR through the channel
• Build a scalable regional partner ecosystem capable of supporting long-term growth

Requirements

• 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
• Approximately 40–60% regional travel
• Ability to establish executive relationships with Access Control manufacturers, distributors and systems integrators
• Experience negotiating and executing commercial partnership agreements
• Experience designing partner onboarding, sales training and certification programmes
• Preferred experience with Access Control manufacturers such as HID, Genetec, Gallagher, Brivo, LenelS2, Axis Communications, Avigilon, Honeywell, Bosch, Johnson Controls, Motorola Solutions and ICT
• Preferred experience with systems integrators such as Convergint, Securitas Technology, Siemens Smart Infrastructure, Schneider Electric, Stanley Security, Allied Universal Technology Services and ADT Commercial

Core Competencies

Demonstrates extensive experience in building and scaling strategic partnerships within the Access Control and Physical Security sectors, with a strong focus on generating revenue and executing successful channel programs. Proven ability to develop executive relationships and deliver impactful partner onboarding and training initiatives.

Highest-signal resume keywords

• Strategic Partnership Leadership
• Channel Program Development
• Executive Relationship Management
• Negotiation and Commercial Agreements
• Access Control Industry Expertise

Hard Skills

• Enterprise Channel Leadership
• Partner Onboarding Program Design
• Sales Training and Certification
• Revenue Generation
• Forecasting and Performance Reporting

Soft Skills

• Excellent Communication Skills
• Strong Executive Presence
• Negotiation Skills
• Collaboration with Cross-Functional Teams

Industry Keywords

• Access Control
• Physical Security
• Identity Management
• Enterprise Software
• Cybersecurity
• Systems Integrators
• Commercial Partnerships
• C-Level Presentations
• Quarterly Business Reviews
• Annual Recurring Revenue