Director, Channel Partner Sales

Genea

3d•Remote

About The Position

Genea is creating this role to bring its enterprise security channel sales and partner organization under a single leader. The Director, Channel Partner Sales owns revenue delivered through the channel and leads a team of approximately twelve, including senior regional sales managers, regional sales managers, and sales engineers. Reporting to the Chief Executive Officer and serving on the go-to-market leadership team, this role sets channel strategy and builds the systems, metrics, and talent to execute it. The work focuses on designing repeatable sales motions, deepening partner relationships, and using data and AI to make the team more effective. As a new role, it will continue to define and refine how Genea sells through partners, working closely with the CEO and influencing company strategy. The position is US-remote and requires travel for customer, partner, and industry events.

Requirements

8–10+ years in B2B sales or business development, including at least three years leading and developing sales teams.
Channel or partner sales experience, including recruiting, enabling, and managing external partners as a durable source of revenue.
Demonstrated record of building repeatable, programmatic sales processes rather than relying on individual performance.
Experience carrying and delivering against a revenue number, with accountability for forecast accuracy.
Experience building or scaling a sales function, including hiring and developing employees.
Proficiency with CRM and reporting tools, including the ability to build and interpret pipeline and forecast dashboards independently.
Practical experience applying AI tools to go-to-market work and judgment about where they are useful.
Strong quantitative skills and comfort working directly with data to diagnose performance and set targets.
Exceptional written and verbal communication skills, with the ability to present credibly to executive and partner audiences.
Willingness and ability to travel for customer, partner, and industry events.

Nice To Haves

Experience selling physical security or property technology through a partner channel.
Experience leading or working alongside sales engineering in a technical, solution-based sales environment.

Responsibilities

Own new business revenue delivered through the enterprise security channel, including pipeline generation, forecast accuracy, and quarterly attainment.
Lead senior regional sales managers, regional sales managers, and sales engineers against a unified channel strategy and set of priorities.
Recruit, enable, and grow channel partners, developing the partner base into a durable and predictable source of revenue.
Design repeatable sales motions, including segmentation, territory design, playbooks, and stage definitions.
Establish metrics, dashboards, and forecast discipline for go-to-market leadership decisions.
Define how sales engineering supports the channel, from partner technical enablement through opportunity-level support.
Apply AI tools to research, prospecting, partner planning, and forecasting, and set standards for team use.
Hire, develop, and retain sales talent; set performance expectations and coach managers and individual contributors.
Partner with marketing, product, and customer success to align messaging, pricing, and roadmap input with partner and end-customer needs.
Represent Genea with senior stakeholders at partner firms and end customers, including at industry events.