Security Distribution Director (Channel Sales)

About the role

Luminys Systems Corporation combines exceptional customer service with cutting-edge technology to provide superior solutions and services. Our offerings include security systems and video management software, among others. We focus on innovation in technology and partner support to ensure top-notch quality, reliability, and stability for both direct customers and our network of resellers.

Responsibilities

• Develop and execute the company’s distribution and channel sales strategy to drive revenue growth.
• Identify, recruit, and develop new distributors, system integrators, and reseller partners.
• Expand market penetration across commercial, enterprise, education, healthcare, and government verticals.
• Build and maintain strong relationships with distributors, security integrators, and VARs.
• Develop joint business plans with key partners to drive pipeline growth and meet revenue targets.
• Support partners with product positioning, training, and sales enablement for security solutions.
• Promote and support the adoption of CCTV/video surveillance systems, access control platforms, cloud-based security solutions, and VSaaS offerings.
• Provide expertise on emerging trends in cloud-managed security, remote monitoring, and subscription-based security services.
• Work with partners to develop integrated security solutions that combine video, access control, and cloud infrastructure.
• Own channel revenue targets and maintain a strong sales pipeline through partner networks.
• Maintain partner performance and implement initiatives to maximize partner productivity.
• Manage channel programs including pricing structures, incentives, and rebate programs.
• Partner with marketing, product management, and operations teams to ensure successful product launches and partner adoption.
• Provide market intelligence on competitive solutions and emerging technologies within the security industry.
• Support key deals by working closely with strategic partners and enterprise customers.

Requirements

• 8–12+ years of experience in channel sales, distribution, or partner management within the physical security industry.
• Strong experience with CCTV/video surveillance, access control systems, cloud-based security platforms, and VSaaS solutions.
• Bachelor’s degree in Business, Marketing, or related field.
• Established relationships with security distributors, integrators, and VARs.
• Proven ability to develop and grow channel partnerships that drive measurable revenue.
• Strong negotiation, strategic planning, and relationship management skills.
• Experience managing sales targets, partner programs, and go-to-market initiatives.
• Excellent analytical, presentation, and communication skills.
• Working knowledge of office software applications and sales automation tools.
• Computer fluency in MS Office.
• Ability to manage multiple tasks in a fast-paced environment.
• Excellent organizational and computer skills.
• Ability to travel up to 50% of the time dependent on the role.

Qualifications

• Must be able to remain in a stationary position 50% of the time if needed.
• May be required to stand for long periods of time.
• Constantly operates a computer and possibly other work-related machinery.
• Frequent, continual, intermittent flexing, or rotation of the wrist(s) and spine including repetitive motions.
• Constantly receives detailed information through oral communication.
• Constantly expresses or exchanges ideas by means of verbal communication.
• May be exposed to outdoor weather conditions and noise levels.
• May be required to travel up to 50% of the time dependent on the role.

Benefits

• Full benefits (medical, dental, vision, life insurance).
• Retirement contribution plan.
• Paid Time Off.
• Paid Holidays.
• An overly excited (but well-intentioned) HR Manager.