- Identify and recruit new partner accounts according to agreed territory and vertical strategy needs.
- Develop strong relationships to drive brand preference and commitment to Genetec's solutions that result in project wins within the first 18 months of partnership.
- Deliver high-impact commercial training, manage partner learning paths, recommend and facilitate technical certification and ensure partners have the tools they need for successful pre- and post-sales activities.
- Responsible for business-performance planning, including stakeholder mapping, forecasting, and consistent long-term profitable growth. Conduct quarterly business reviews to assess mutual performance and identify opportunities for improvement. Track partner performance metrics and provide feedback and recommendations to optimize results. Develop and execute action plans for partners who may need additional support to meet business goals.
- Act as the Subject Matter Expert (SME) for the product portfolio and channel partner programs, assisting partners in lifecycle management and adoption of Genetec’s offerings. Provide in-depth product demonstrations and educate partners on product differentiators.
- Proactively assess, clarify, and validate partner needs on an ongoing basis, manage pipeline activity, and engage with end users by exception to support partner-led sales growth. Collaborate with partners to create joint go-to-market strategies and business development initiatives. Ensure all sales activity is tracked in CRM.
- Work closely with internal stakeholders, including sales, engineers, support, professional services, marketing, product marketing, and accounting, to ensure a coordinated approach to partner success. Facilitate communication between partners and internal teams to resolve issues and capitalize on opportunities.
- Attend industry conferences and travel to partner sites to build relationships and represent Genetec. Participate in speaking engagements and panel discussions to showcase Genetec's expertise and thought leadership.
- Work closely with technology partners to align solutions, ensure integration compatibility, and foster collaborative relationships.
- Follow up on leads assigned to partners, ensuring timely and effective engagement to drive new business opportunities.
Customer serviceNegotiationRelationship building+2 more