Partner Account Specialist

About the role

The Partner Account Specialist supports and develops Certified Partners within an assigned territory, focusing on SC SaaS adoption, relationship building, and driving conversions to Unified and Unified Elite.

Responsibilities

• Serve as the primary point of contact for Certified Partners, ensuring they have the tools and knowledge to succeed with Genetec solutions.
• Conduct business planning and performance reviews to identify growth opportunities and strengthen partner engagement.
• Drive the conversion of Certified Partners to Unified and Unified Elite by demonstrating the benefits of deeper partnership with Genetec.
• Education partners on SC SaaS product offerings, value propositions, and ideal use cases.
• Guide partners on how and when to position SC SaaS to end users for maximum impact.
• Support partners in overcoming objections and building confidence in selling SC SaaS.
• Track and report on SC SaaS engagement, pipeline growth, and closed deals.
• Coordinate partner learning paths and training programs, ensuring Certified Partners stay up to date on the full Genetec portfolio.
• Reinforce training through product demonstrations, sales guidance, and real-world application.
• Act as a trusted advisor, helping partners leverage Genetec's ecosystem to drive success.
• Monitor partner sales pipelines in the CRM, ensuring engagement and deal acceleration across all Genetec product lines.
• Work with partners to increase pipeline activity and close rates for SC SaaS.
• Follow up on assigned leads, ensuring timely engagement and conversion.
• Aid partners in end-user meetings and product demonstrations, ensuring they are confident in presenting Genetec solutions.
• Provide technical support by liaising with technology partners to address product integration questions.
• Work closely with other CDS's and Partner Account Executives (PAEs) to ensure smooth territory collaboration and alignment on partner engagement strategies.

Requirements

• 5+ years of experience in inside sales, partner development, or technology sales.
• Proven ability to drive product adoption and enablement in a remote sales environment.
• Strong knowledge of channel sales and SaaS sales models.
• Exceptional communication skills, with the ability to engage and influence partners remotely.
• Experience managing a sales pipeline and tracking adoption metrics using CRM tools.
• Requires travel to partner sites. Preference is candidate lives in territory.

Technical Expertise

• Growth and revenue generation from Certified Partners.
• SC SaaS adoption rate and number of Certified Partners actively selling it.
• Conversion rate of Certified Partners to Unified and Unified Elite.
• Partner engagement in training and enablement initiatives.
• Pipeline growth and closed deals across all Genetec solutions.

What makes you a great fit

• Proactive & Results-Oriented: Takes ownership of Certified Partner growth and SC SaaS adoption.
• Strategic & Adaptable: Follows a structured sales framework but can adapt 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.