Director, Strategic Access Control Partnerships

At Sign In App, we're redefining how organisations manage access and visitor management. We believe security and great experiences should go hand in hand, helping organizations protect their people, simplify compliance, and create seamless workplaces. Trusted by 30,000+ organizations worldwide, we're building the future of Access Intelligence - making every interaction safer, smarter, and more welcoming. As we accelerate our growth, strategic partnerships with Access Control manufacturers, systems integrators and security channel partners will become one of our most important routes to market. This role will lead that expansion. We're looking for an experienced channel sales leader to build and scale our global Access Control partner ecosystem. This is not a traditional reseller management role. You'll 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'll own your region, define the strategy and be accountable for partner-generated pipeline and Annual Recurring Revenue (ARR). What You'll Be Responsible For: Build Strategic Partnerships Develop executive relationships with leading Access Control manufacturers, distributors and systems integratorsCreate and execute regional business plans for strategic partnersIdentify new partnership opportunities that accelerate enterprise growthPosition Sign In Solutions as the preferred visitor management and access intelligence platform alongside access control solutionsNegotiate and execute commercial partnership agreements Drive Revenue Growth Deliver predictable partner-generated pipeline and ARRBuild joint account plans alongside sales teamsIdentify expansion opportunities across existing partner customersMaintain accurate forecasting and partner performance reportingDrive measurable partner contribution against quarterly and annual revenue targets Partner Enablement Design and deliver partner onboarding programmesBuild scalable commercial and technical enablementDeliver sales training and certification programmesEquip partners with compelling messaging, competitive positioning and solution demonstrationsEnsure partners understand and can confidently articulate our Access Intelligence strategy Joint Go-to-Market Collaborate with Marketing to deliver: Joint campaignsWebinarsIndustry events and trade showsCo-branded collateralCustomer success storiesProduct launchesExecutive 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: In the first 12 months: Established 8-12 strategic manufacturer and national integrator partnershipsDeveloped 25+ active systems integrator relationshipsBuilt a repeatable partner onboarding and enablement programmeCreated strategic business plans for all Tier 1 partnersDelivered measurable partner-generated pipelineGenerated predictable ARR through the channelBuilt a scalable regional partner ecosystem capable of supporting long-term growth What You Will Bring: Ideal Background 8+ years of enterprise channel, alliance or strategic partnership leadershipDemonstrated success building high-performing channel programmesExperience within Physical Security, Access Control, Identity Management, Enterprise Software or CybersecurityExisting executive relationships across the physical security ecosystemProven history of generating multi-million dollar partner revenueExperience collaborating with Enterprise Sales organisationsStrong executive presence with excellent communication and negotiation skillsComfortable presenting to C-level executives and leading strategic planning sessions Preferred Industry Experience Experience working with organisations such as: Access Control Manufacturers HID, Genetec, Gallagher, Brivo, LenelS2, 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 Our Culture & Values: We're a team that challenges "good enough" - collaborative, curious, and focused on solving real problems. We keep things simple and put our customers at the centre of everything we do. Our values guide how we work every day: Customer firstRespect and dignityBe accountableHonesty and positivityWe're here to winDo good and give back This isn’t just about us getting to know you. We believe you need to dive in to get to know us. We encourage you to research and read up on our company news and articles. Throughout the recruitment process, you will be given the opportunity to ask lots of questions, meet different members of our team, and get hands on to showcase your skills. As you get to know what we’re all about, we hope you’ll become increasingly confident and excited that we could be your next big move. Once your application is received and reviewed, qualified candidates will move on to our next steps. Sign In App is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. The target bonus is performance-based and subject to the terms of the company’s applicable incentive compensation plan.