Partner Account Executive

Genetec•New York, NY

51d

About The Position

The Partner Account Executive (PAE) plays a critical role in supporting the growth of Genetec's Elite and Unified Elite Channel Partners, as well as Strategic and National Accounts. This role is responsible for partner enablement, business planning, and long-term success, ensuring partners are fully equipped to sell and support Genetec's full solution portfolio, including security solutions, software, and SC SaaS offerings. A key focus will be on driving adoption of SC SaaS, helping partners understand when and how to position it to end users, and overcoming common objections. Additionally, PAEs will play an active role in encouraging partners to utilize the Genetec Partner Portal, leveraging it as a resource for business development, deal registration, and product training.

Requirements

7+ years of experience in channel sales, security technology sales, SaaS sales, or partner enablement
Proven ability to drive product adoption and enablement across a diverse partner network
Strong knowledge of security solutions, SaaS models, and channel partner ecosystems
Exceptional relationship-building and communication skills, with the ability to influence at all levels
Experience tracking adoption metrics and sales performance using CRM tools
Willingness to travel as needed for partner meetings, conferences, and industry events
Proactive & Results-Oriented: Takes ownership of partner success across the full Genetec portfolio, including SC SaaS
Strategic & Adaptable: Follows a structured sales framework but can adapt strategies based on partner needs
Strong Influencer & Communicator: Can engage, educate, and inspire partners to sell Genetec solutions effectively
Collaborative Mindset: Works seamlessly across multiple internal teams to ensure partner success

Responsibilities

Serve as the primary point of contact for assigned Elite, Unified Elite, Strategic, and National partners
Develop and maintain strong relationships to drive brand preference and commitment to Genetec's full solution portfolio
Provide partners with ongoing business planning, forecasting in the CRM, and strategy development to drive long-term profitable growth
Act as a trusted advisor to partners on the full Genetec product suite, ensuring they understand solution offerings, use cases, and differentiators
Conduct business reviews to assess partner performance, identify growth opportunities, and develop strategies for expanding their adoption of Genetec solutions
Encourage and guide partners on leveraging the Genetec Partner Portal for resources, deal management, and sales enablement
Proactively support partners in positioning Genetec's ecosystem of products, from security solutions to cloud-based offerings
Educate partners on SC SaaS product offerings, value propositions, and competitive differentiation
Coach partners on when SC SaaS is the right solution for end users and how to position it effectively within the broader Genetec portfolio
Provide partners with objection-handling strategies to build confidence in selling SC SaaS
Track and drive SC SaaS engagement, pipeline development, and closed deals as part of overall partner success
Work closely with sales engineers, product marketing, and the LMS training platform to strengthen both personal and partner expertise on Genetec solutions
Reinforce training through real-world application, including product demonstrations and ongoing coaching
Guide partners through structured onboarding programs to accelerate their readiness in selling Genetec solutions
Promote and support partner engagement with the Genetec Partner Portal for training, certification, deal registration, and marketing tools
Monitor and support partner sales pipelines, ensuring engagement and deal acceleration across all Genetec product lines
Work with partners to create joint go-to-market strategies and business development initiatives
Forecast and report all sales activities within the CRM, ensuring accuracy and visibility across the organization
Actively track and report on SC SaaS adoption metrics while ensuring that broader solution sales are also growing
Work closely with Inside Sales Representatives (ISRs) to ensure smooth territory collaboration and alignment on partner engagement strategies
When appropriate, provide mentorship and coaching to ISRs, supporting their professional growth and effectiveness in driving Certified Partner success
Work closely with sales engineers, product marketing, bid support, and professional services to ensure partners have the necessary resources for success
Facilitate communication between partners and internal teams to resolve issues, provide technical guidance, and drive new opportunities
Attend industry conferences and partner sites to strengthen relationships and showcase Genetec's leadership across security, SaaS, and cloud-based solutions
Stay informed on the competitive landscape, identifying risks and opportunities for Genetec