Partner Account Executive

Genetec

About The Position

The Partner Account Executive (PAE) for Onboarding and Development will support the growth of new partner accounts. Reporting to the Senior Partner Account Executive, this role is responsible for identifying candidates for partnership, onboarding, fostering relationships, facilitating partner growth, and ensuring the highest level of support to drive account success. The ideal candidate will have a background in channel partnerships and industry experience, combined with excellent relationship-building skills.

Requirements

7+ years of experience in channel sales or partner management, ideally within the software or technology industry
Strong relationship-building and communication skills
Proven track record in partner management, sales growth, and delivering excellent customer service
Ability to work cross-functionally and manage multiple stakeholders
Proficiency in forecasting, business planning, and performance management
Ability to understand complex technical concepts and translate them into business value for partners
Willingness to travel as needed for partner meetings, conferences, and industry events
Ability to navigate different partner needs and pivot strategies as necessary
Takes the initiative to identify opportunities for partner growth and acts upon them
Understands partner challenges and is committed to providing solutions that help them succeed
Take full ownership of partner relationships and outcomes. Continuously look for ways to improve processes, learn from mistakes, and drive positive results
Skilled at managing complex relationships, influencing partner actions, and negotiating successful outcomes
Focused on achieving targets and driving positive outcomes for partners and the organization.
Strong ability to work with various internal teams to achieve partner success
Commitment to fostering a positive, collaborative team culture that reflects our company's core values

Nice To Haves

Bachelor’s degree in Business, Marketing, or a related field is preferred

Responsibilities

Identify and recruit new partner accounts according to agreed territory and vertical strategy needs
Account Champion: Develop strong relationships to drive brand preference and commitment to Genetec's solutions that result in project wins within the first 18 months of partnership
Onboarding: Facilitate administrative activity related to establishing a credit account and signing Channel Partner Agreement
Learning & Technical Certification: Deliver high-impact commercial training, manage partner learning paths, recommend and facilitate technical certification and ensure partners have the tools they need for successful pre- and post-sales activities
Business Planning & Performance: Responsible for business-performance planning, including stakeholder mapping, forecasting, and consistent long-term profitable growth. Conduct quarterly business reviews to assess mutual performance and identify opportunities for improvement. Track partner performance metrics and provide feedback and recommendations to optimize results. Develop and execute action plans for partners who may need additional support to meet business goals
Product Expertise: Act as the Subject Matter Expert (SME) for the product portfolio and channel partner programs, assisting partners in lifecycle management and adoption of Genetec’s offerings. Provide in-depth product demonstrations and educate partners on product differentiators
Sales Engagement & Forecasting: Proactively assess, clarify, and validate partner needs on an ongoing basis, manage pipeline activity, and engage with end users by exception to support partner-led sales growth. Collaborate with partners to create joint go-to-market strategies and business development initiatives. Ensure all sales activity is tracked in CRM
Cross-Functional Collaboration: Work closely with internal stakeholders, including sales, engineers, support, professional services, marketing, product marketing, and accounting, to ensure a coordinated approach to partner success. Facilitate communication between partners and internal teams to resolve issues and capitalize on opportunities
Industry Engagement: Attend industry conferences and travel to partner sites to build relationships and represent Genetec. Participate in speaking engagements and panel discussions to showcase Genetec's expertise and thought leadership
Liaise with Tech Partners: Work closely with technology partners to align solutions, ensure integration compatibility, and foster collaborative relationships
Follow Up on Leads: Follow up on leads assigned to partners, ensuring timely and effective engagement to drive new business opportunities
Monitor Competitive Landscape: Stay abreast of the competitive landscape to identify potential risks to Genetec and work proactively to alleviate them