Partner Onboarding - Inside Sales Manager

Genetec

About The Position

Responsible for executing and scaling the Certified Partner motion at Genetec. This role owns the end‑to‑end lifecycle of new partners and new partner branches—from recruitment and onboarding through repeatable revenue generation—while directly managing the Inside Sales Representative (ISR) and Partner Account Specialist (PAS) teams that support Certified partners day to day. This role ensures continuity between program design and execution by owning both the onboarding framework and the teams responsible for operating it, eliminating handoff friction and gaps in accountability. It also fills a critical coverage need by supporting larger and more complex opportunities within Certified partners, collaborating with ISRs/PAS and Enterprise or Named Accounts teams when deal size and complexity warrant. Reporting to the Regional Director for Partners, this role is accountable for building and reinforcing a repeatable, scalable system that consistently moves partners from onboarding → Certified productivity → readiness for Elite or Unified Elite alignment.

Requirements

8–12+ years in channel sales, partner development, or sales leadership
Demonstrated experience building onboarding or early‑stage partner motions that scale
Proven ability to lead sales teams while operating hands‑on in complex deal environments
Experience managing partner segments without dedicated field coverage
Strong program design and operational execution skills
Advanced forecasting, pipeline management, and performance analytics
Ability to translate technical solutions into clear business value
Executive‑level communication, influence, and negotiation skills
High accountability with a bias toward action and continuous improvement
Bachelor’s degree in Business, Marketing, or a related field preferred
Willingness to travel for key partner engagements and critical opportunities

Responsibilities

Refine, implement, and continuously improve the standardized onboarding framework for new partners and new partner branches
Identify, recruit, and onboard channel partners aligned with territory and vertical strategies
Define onboarding milestones, success metrics, and timelines leading to first deals and repeatable business
Oversee partner setup, including credit approvals, channel agreements, certifications, and program compliance
Serve as the primary Partner Champion during early stages, building strong relationships that establish brand preference and early momentum
Own the Certified partner segment until partners demonstrate readiness for Elite or Unified Elite alignment
Ensure seamless transition from onboarding into ISR/PAS‑led day‑to‑day execution with continuity of momentum
Define graduation criteria, readiness indicators, and structured handoff processes to PAE coverage
Maintain executive‑level visibility into partner health, performance, and pipeline maturity
Recruit, lead, coach, and develop the ISR/PAS teams responsible for managing Certified partners
Set performance expectations, KPIs, and development plans aligned to pipeline creation, deal progression, and revenue outcomes
Drive excellence in lead qualification, follow‑up, opportunity management, forecasting, and CRM hygiene
Foster a disciplined, data‑driven, partner‑centric sales culture with clear accountability standards
Ensure ISRs/PAS are equipped with strong product knowledge, program understanding, and competitive positioning
Act as a senior commercial resource for larger or more complex opportunities within Certified accounts
Partner directly with ISRs/PAS on deal strategy, value articulation, partner navigation, and close planning
Engage end customers by exception when deal complexity or scale requires senior involvement
Coordinate with Enterprise or Named Accounts teams when opportunities meet escalation thresholds
Own forecasting accuracy and pipeline health for the Certified partner segment
Conduct structured business reviews to assess partner performance, execution gaps, and growth opportunities
Monitor conversion rates from onboarding → first deal → repeat business → Elite readiness
Identify underperforming partners early and deploy corrective action plans
Present performance insights, risks, and recommendations to partner sales leadership
Work closely with Sales Engineering, Marketing, Product Marketing, Customer Support, Professional Services, Finance, and Operations to ensure coordinated execution across the sales cycle
Partner with Marketing on lead flow, nurture programs, and campaign execution for Certified partners
Ensure partners align with Genetec programs, pricing structures, and certification requirements
Liaise with technology partners to ensure integration alignment and joint value propositions
Stay informed on market trends and competitive landscape to proactively identify risks and growth opportunities
Represent Genetec in partner meetings, industry events, and with technology partners as needed