Director, Strategic Access Control Partnerships

Sign In App is redefining how organisations manage access and visitor management. Trusted by 30,000+ organisations worldwide, we build the future of Access Intelligence—making every interaction safer, smarter, and more welcoming.

About the Role

This role leads the expansion of our global Access Control partner ecosystem. It is not a traditional reseller‑management position; you will establish executive relationships with leading Access Control manufacturers, security integrators, distributors, and installation partners to generate qualified pipeline, create joint go‑to‑market programmes, and position Sign In Solutions as the preferred visitor‑management and compliance platform alongside access‑control deployments. You will own your region, define the strategy, and be accountable for partner‑generated pipeline and Annual Recurring Revenue (ARR).

Responsibilities

• Build Strategic Partnerships
  • Develop executive relationships with leading Access Control manufacturers, distributors, and systems integrators.
  • Create and execute regional business plans for strategic partners.
  • Identify new partnership opportunities that accelerate enterprise growth.
  • Position Sign In Solutions as the preferred visitor‑management and access‑intelligence platform alongside access‑control solutions.
  • Negotiate and execute commercial partnership agreements.
• Partner Enablement
  • Design and deliver partner onboarding programmes.
  • Build scalable commercial and technical enablement.
  • Deliver sales training and certification programmes.
  • Equip partners with compelling messaging, competitive positioning, and solution demonstrations.
  • Ensure partners can confidently articulate our Access Intelligence strategy.
• Joint Go‑to‑Market
  • Collaborate with Marketing to deliver joint campaigns, webinars, industry events, trade shows, co‑branded collateral, customer success stories, product launches, and executive roundtables.
• Executive Relationship Management
  • Develop trusted relationships with executive, sales, channel, technical, product, and marketing leadership.
  • Lead Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs) with strategic partners.
• Cross‑Functional Leadership
  • Partner closely with Enterprise Sales, Mid‑Market Sales, Marketing, Product, Solutions Engineering, and Customer Success to maximise partner success and customer outcomes.
• Travel
  • Approximately 40–60 % regional travel, including executive partner meetings, customer engagements, industry conferences, sales kick‑offs, quarterly business reviews, and strategic planning sessions.

What Success Looks Like

• Establish 8–12 strategic manufacturer and national integrator partnerships within the first 12 months.
• Develop 25+ active systems‑integrator relationships.
• Build a repeatable partner onboarding and enablement programme.
• Create strategic business plans for all Tier 1 partners.
• Deliver measurable partner‑generated pipeline and predictable ARR through the channel.
• Build a scalable regional partner ecosystem capable of supporting long‑term growth.

Requirements

• 8+ years of enterprise channel, alliance, or strategic partnership leadership.
• Demonstrated success building high‑performing channel programmes.
• Experience within Physical Security, Access Control, Identity Management, Enterprise Software, or Cybersecurity.
• Existing executive relationships across the physical security ecosystem.
• Proven history of generating multi‑million‑dollar partner revenue.
• Experience collaborating with Enterprise Sales organisations.
• Strong executive presence with excellent communication and negotiation skills.
• Comfortable presenting to C‑level executives and leading strategic planning sessions.

Preferred Industry Experience

• Access Control Manufacturers
  • HID, Genetec, Gallagher, Brivo, Lenel, S2, Axis Communications, Avigilon, Honeywell, Bosch, Johnson Controls, Motorola Solutions, Integrated Control Technology (ICT).
• Systems Integrators
  • Convergint, Securitas Technology, Siemens Smart Infrastructure, Schneider Electric, Stanley Security, Allied Universal Technology Services, ADT Commercial.

Culture & Values

We are a team that challenges “good enough,” collaborates, stays curious, and focuses on solving real problems. We keep things simple and put our customers at the centre of everything we do.

• Customer first
• Respect and dignity
• Be accountable
• Honesty and positivity
• We’re here to win
• Do good and give back