Signinsolutions2d ago

New

USD 150000–200000/yr

Director, Strategic Access Control Partnerships

United States·St. PetersburgFull-timeexecutive

OtherPartnerships

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Quick Summary

Overview

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,

Technical Tools

OtherPartnerships

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).

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

Deliver predictable partner-generated pipeline and ARR

Build joint account plans alongside sales teams

Identify expansion opportunities across existing partner customers

Maintain accurate forecasting and partner performance reporting

Drive measurable partner contribution against quarterly and annual revenue targets

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 understand and can confidently articulate our Access Intelligence strategy

Collaborate with Marketing to deliver:

Joint campaigns

Webinars

Industry events and trade shows

Co-branded collateral

Customer success stories

Product launches

Executive roundtables

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.

Partner closely with Enterprise Sales, Mid-Market Sales, Marketing, Product, Solutions Engineering and Customer Success to maximise partner success and customer outcomes.

Approximately 40–60% regional travel, including executive partner meetings, customer engagements, industry conferences, sales kick-offs, quarterly business reviews and strategic planning sessions.

In the first 12 months:

Established 8–12 strategic manufacturer and national integrator partnerships

Developed 25+ active systems integrator relationships

Built a repeatable partner onboarding and enablement programme

Created strategic business plans for all Tier 1 partners

Delivered measurable partner-generated pipeline

Generated predictable ARR through the channel

Built a scalable regional partner ecosystem capable of supporting long-term growth

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

Nice to Have

~2 min read

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

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 first

Respect and dignity

Be accountable

Honesty and positivity

We're here to win

Do 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.