Director of Channel Sales - North America
Location: United States - Remote / Field-Based
Travel: Approximately 40-50%
Comp: $160,000 - $250,000++
Designed to integrate with existing physical access control systems, their technology enables organizations to modernize security without replacing their entire infrastructure.
With solutions deployed across Data Centers, Fortune 500 enterprises, Airports, Financial Institutions, Critical Infrastructure, and other high-security environments, they're helping redefine how organizations protect their most valuable assets.
We're looking for a dynamic channel sales leader who can help accelerate that transformation. The Opportunity agressively seeking a strategic, results-driven
Director of Channel Sales to expand its presence throughout North America.
This is a high-impact opportunity for an accomplished channel sales professional with deep relationships throughout the electronic security and physical access control ecosystem.
The successful candidate will be responsible for strengthening existing channel relationships, recruiting and developing new strategic partners, and driving revenue growth through national, regional, and specialized security systems integrators.
This individual will play a pivotal role in expanding company's market penetration while helping partners capitalize on growing demand for intelligent, AI-powered physical security solutions.
We are looking for someone who understands how security integrators operate, knows how to build profitable partnerships, and has a demonstrated history of converting channel relationships into measurable revenue.
Key Responsibilities Channel Strategy & Revenue Growth
- Develop and execute a comprehensive North American channel sales strategy aligned with company revenue and market expansion objectives.
- Drive channel-generated revenue through strategic partner development, account penetration, and joint business planning.
- Identify, recruit, onboard, and develop high-performing national, regional, and specialized security integration partners.
- Establish measurable revenue objectives, partner performance metrics, and growth plans.
- Build and maintain a predictable pipeline of channel-generated opportunities.
- Identify opportunities to increase partner participation in enterprise and multi-site deployments.
- Work collaboratively with direct sales and strategic account teams to maximize market coverage and minimize channel conflict.
Strategic Partner Development - Establish and expand executive-level relationships with leading security systems integrators, including organizations such as Convergint, Securitas Technology, Allied Universal Technology Services, Pavion, and other established national and regional providers.
- Develop relationships with integrator executives, regional sales leaders, branch managers, account executives, and technical decision-makers.
- Build strategic partnerships with access control manufacturers, technology providers, and complementary security solution vendors.
- Create and execute joint business development initiatives, account targeting strategies, and partner-driven sales campaigns.
- Identify high-potential partners serving data centers, critical infrastructure, enterprise campuses, financial services, and other strategic vertical markets.
- Increase partner engagement through executive alignment, business reviews, technical education, and coordinated customer development.
Channel Enablement & Partner Success - Lead initiatives to ensure channel partners are equipped to effectively position, demonstrate, sell, and deploy company solutions.
- Collaborate with sales engineering, product management, marketing, and customer success teams to deliver exceptional partner experiences.
- Develop scalable partner onboarding, training, certification, and sales enablement programs.
- Promote partner adoption of world-class solutions and recurring service offerings.
- Support partners in developing competitive proposals, technical presentations, and enterprise sales opportunities.
- Facilitate partner participation in industry conferences, customer demonstrations, and regional sales events.
- Establish consistent communication, pipeline reviews, and performance accountability across the channel ecosystem.
Market Development & Competitive Positioning - Identify emerging opportunities within AI-powered security, biometric authentication, and intelligent access control.
- Develop strategies to position company as a preferred technology partner for forward-thinking security integrators.
- Monitor competitive technologies, market trends, and evolving customer security requirements.
- Leverage industry relationships to uncover major enterprise projects and large-scale infrastructure opportunities.
- Support expansion into high-growth verticals, particularly hyperscale data centers, critical infrastructure, and large enterprise environments.
- Provide market intelligence and partner feedback to influence product strategy, positioning, and go-to-market execution.
Qualifications & ExperienceRequired Qualifications
- 8-12+ years of progressive sales and business development experience within the electronic security, physical security, or access control industry.
- Minimum 5 years of demonstrated success in channel sales, partner management, or strategic business development.
- Established relationships with national and regional security systems integrators throughout North America.
- Proven ability to recruit, develop, and manage revenue-producing channel partnerships.
- Strong understanding of physical access control systems, electronic security integration, and enterprise security sales cycles.
- Demonstrated success developing joint business plans and executing partner-led revenue growth strategies.
- Experience selling sophisticated technology solutions through integrators, resellers, and strategic technology partners.
- Ability to engage effectively with executive leadership, sales professionals, technical teams, and end-user stakeholders.
- Strong commercial acumen, negotiation skills, and experience managing complex enterprise sales opportunities.
- Excellent communication, presentation, organizational, and relationship-building skills.
- Willingness to travel extensively to support partners, customers, and industry events.
Highly Desirable Experience - Prior experience with access control manufacturers, biometric security companies, AI-enabled security technology providers, or enterprise security software organizations.
- Established relationships with leading access control technology providers such as Genetec, LenelS2, Software House, AMAG Technology, Gallagher Security, or similar manufacturers.
- Experience supporting major enterprise security deployments within hyperscale data centers, critical infrastructure, aviation, or financial services.
- Familiarity with subscription-based technology, SaaS, Hardware-as-a-Service (HaaS), or recurring revenue models.
- Demonstrated experience building channel programs within emerging or rapidly scaling technology organizations.
- Familiarity with emerging AI applications, biometric authentication, identity verification, and physical security convergence.
What Success Looks Like
The successful Director of Channel Sales will demonstrate measurable progress through:
- Increased channel-generated revenue and consistent year-over-year growth.
- Expansion of productive, revenue-generating integration partnerships.
- Increased partner engagement, technical proficiency, and solution adoption.
- Stronger penetration of strategic enterprise accounts and priority vertical markets.
- Development of a healthy, predictable channel sales pipeline.
- Improved partner productivity, opportunity conversion, and recurring revenue generation.
- Establishment of Company as a preferred biometric access control technology among leading security integrators.
The Ideal Candidate You are more than a channel manager. You are a relationship builder, strategic thinker, and proven revenue producer who understands the complexities of the physical security industry.
You have spent years developing trusted relationships with security integrators and technology manufacturers. You know how to navigate national accounts, regional organizations, and local branches while creating meaningful business opportunities.
You are equally comfortable presenting a strategic growth plan to an integrator's executive leadership team as you are working alongside field sales representatives to win a major enterprise project.
Most importantly, you recognize the tremendous opportunity created by the convergence of artificial intelligence, identity authentication, and physical security—and you want to help lead that transformation.
Why is now the time?
- Disruptive Technology: Represent innovative AI-powered facial authentication technology designed to modernize physical access control.
- Expanding Market Opportunity: Capitalize on growing demand for intelligent security across data centers, critical infrastructure, and enterprise facilities.
- Strong Industry Ecosystem: Work alongside established security integration and technology partners.
- Recurring Revenue Opportunity: Help partners grow through a differentiated hardware and subscription-based solution.
- Strategic Impact: Play a meaningful role in shaping channel expansion and the company's long-term market position.
- Growth-Stage Environment: Join a technology innovator with significant institutional backing and ambitious expansion objectives.
Help Shape the Next Generation of Physical Security.