Note: The job is a remote job and is open to candidates in USA. AlertEnterprise is a physical security SaaS company delivering the Guardian Platform, an enterprise-grade suite of security and identity solutions. The Manager Channel Sales will build and scale the company’s US channel business by recruiting physical security integrators and VARs, operationalizing the partner program, enabling partners, and driving channel-sourced revenue growth.
Responsibilities
- Identify, prioritise and recruit the security integrators, VARs and strategic channel organisations AlertEnterprise needs signed in the first 12–24 months
- Build executive-level relationships across partner leadership, sales management and front-line seller communities
- Leverage your existing industry network to accelerate partner recruitment and market awareness
- Represent AlertEnterprise at industry events, partner summits, roadshows and executive briefings
- Negotiate and execute reseller and partner agreements in alignment with company strategy
- Run joint account planning and pipeline development sessions with partner sales teams
- Support partner-led opportunities by coordinating AlertEnterprise solution engineering, product specialists and executive sponsorship where required
- Deliver and oversee partner enablement including:
- Product training
- Demo readiness
- Commercial positioning
- Pricing confidence
- Competitive differentiation
- And proposal support
- Establish QBR structures, partner scorecards and ongoing accountability frameworks
- Define:
- Partner tiers
- Programme requirements
- Reseller frameworks
- Deal registration rules
- Margin structures
- MDF policies
- And rules of engagement
- Work cross-functionally with Legal, Finance, Product, Sales Operations and Marketing to establish scalable partner operations
- Extend the proven Guardian MESH commercialisation framework across the broader Guardian portfolio
- Help shape channel-friendly packaging, SKUs and commercial models that simplify partner selling and deployment
- Partner with Marketing to execute co-branded campaigns, roadshows and demand-generation initiatives
- Design and launch partner incentive programmes, SPIFs and enablement campaigns that encourage active selling behaviour
- Build repeatable onboarding and enablement journeys for partner sellers
- Maintain consistent partner communication cadence including:
- Product updates
- Launch messaging
- Competitive positioning
- And sales plays
- Represent AlertEnterprise at major industry events including:
- ISC West
- ASIS International events
- GSX
- And partner conferences
- Build and manage:
- Partner pipeline
- Forecasting
- Activity reporting
- Revenue tracking
- And executive updates
- Represent the channel business in company forecast calls, pipeline reviews and strategic planning discussions
- Resolve partner conflict and direct-vs-channel tensions professionally and proactively
- Drive internal alignment across Product, Customer Success, Sales Engineering, Marketing, Legal and Finance to remove friction for partners and accelerate growth
Skills
- Who knows the major security integrators and regional players
- Understands how physical security products are packaged and sold
- Knows the decision-makers
- And can immediately start opening doors and building momentum
- Traditional physical security solution selling
- And how modern enterprise SaaS platforms are commercialised through the channel
- What we need is an experienced physical security channel operator who can build quickly, execute aggressively, recruit strategically and get partners selling fast
- This is a hands-on builder role for someone who knows the US physical security integrator market inside out and understands how to create a repeatable partner sales motion around enterprise SaaS and security platforms
- We need an experienced industry veteran who can operationalise it quickly and credibly
- We are looking for someone who combines:physical security industry credibility
- Channel strategy capability
- Programme-building experience
- And frontline execution mentality
- You must be comfortable operating at both executive and tactical levels:building frameworks one hour and recruiting partners the next
- Leverage your existing industry network to accelerate partner recruitment and market awareness
Benefits
- Commission tied to closed-won channel revenue, including partner-sourced and partner-influenced deals where contracts are signed, purchase orders are processed, and revenue is realised; paid quarterly in arrears.
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