Manager Channel Sales ( Physical Security Integrators)

AlertEnterprise is a physical security SaaS company delivering the Guardian Platform — an enterprise-grade suite spanning Physical Identity & Access Management (PIAM), Visitor Identity Management (VIM), SOC Insights, Mustering and mobile credential solutions.Historically, AlertEnterprise has operated through a direct-to-enterprise sales model, building deep relationships with many of the world’s largest regulated enterprises across financial services, critical infrastructure, healthcare, utilities and technology sectors.We are now making a major strategic shift.The future growth of the business will be driven through the channel.While we already have several established channel relationships and successful partner-led initiatives in market, those engagements have historically been opportunity-driven rather than programme-led. We are now building a true channel-first go-to-market motion across the Guardian portfolio — and this role is the person responsible for making that happen.This is not a traditional “manage an existing partner book” role.You are not inheriting a mature channel machine with established operating structures, large recurring partner revenue streams, and fully built enablement teams.You are building the engine.
We are looking for someone who already understands the US physical security ecosystem:
who knows the major security integrators and regional players,
understands how physical security products are packaged and sold,
knows the decision-makers,
and can immediately start opening doors and building momentum.
You must understand both:
traditional physical security solution selling,
and how modern enterprise SaaS platforms are commercialised through the channel.
The Guardian MESH wallet credential programme has already proven the packaged, channel-ready model — including pricing frameworks, quoting structures, partner-facing assets and onboarding approaches. Your role is to extend and operationalise that model across the broader Guardian platform.You will not be doing this alone.You will have the support of:outbound business development teams,
SDR resources,
marketing,
enterprise solution engineering,
experienced enterprise sellers,
executive leadership,
and digital transformation resources to help build scalable onboarding and enablement experiences.
What we need is an experienced physical security channel operator who can build quickly, execute aggressively, recruit strategically and get partners selling fast.The MissionBuild AlertEnterprise’s channel business from the ground up — and scale it aggressively.This is a hands-on builder role for someone who knows the US physical security integrator market inside out and understands how to create a repeatable partner sales motion around enterprise SaaS and security platforms.You are not inheriting a mature channel organisation.You are creating one.From day one, you are:recruiting partners,
building the programme framework,
defining the onboarding and enablement experience,
shaping partner packaging and commercial models,
running roadshows and partner engagement,
and generating channel pipeline through your network and execution.
This is not a passive “partner account management” role.This is a field-heavy, execution-heavy, build-heavy role.You are expected to spend significant time in front of partners — building relationships, recruiting new channel organisations, activating seller communities, and driving real partner-generated pipeline.We already know what we want the channel strategy to become.We need an experienced industry veteran who can operationalise it quickly and credibly.Success in this role is measured by:active producing partners,
partner-generated pipeline,
channel-sourced revenue,
partner engagement,
and long-term channel growth.
THE BAR
This role is for builders.If you are looking to inherit a mature partner ecosystem with established processes, operational teams and existing recurring channel revenue — this is not the role.
If your instinct is:“
Which integrators should I be meeting next week?”
“How fast can we get partner agreements signed?”
“How quickly can we activate the field?”
“What enablement do we need to get partners selling immediately?”
— then we want to talk to you.
We are looking for someone who combines:physical security industry credibility,
channel strategy capability,
programme-building experience,
and frontline execution mentality.
You must be comfortable operating at both executive and tactical levels:building frameworks one hour and recruiting partners the next.
How the Role Works
You are not carrying a traditional direct enterprise sales quota.You are responsible for building and scaling the channel revenue engine.
Your focus is:
recruiting security integrators and VARs,
creating reseller relationships,
driving partner enablement,
building channel pipeline,
developing partner business plans,
and creating repeatable channel revenue growth.
The partner owns the end-user relationship.The partner runs the sale.The partner closes the deal.Your responsibility is ensuring the partner ecosystem is productive, enabled, active and generating revenue.AlertEnterprise’s internal sales, solution engineering and executive teams will support partners throughout opportunities, but the partner remains the primary customer-facing seller.
This role is heavily relationship-driven and execution-focused.
You are expected to:
build trust with partner leadership,
mobilise partner sales teams,
create partner momentum,
and establish AlertEnterprise as a credible, strategic channel vendor within the physical security ecosystem.
Compensation is tied to closed-won channel revenue:partner-sourced and partner-influenced deals where contracts are signed, purchase orders are processed, and revenue is realised.
Commission is paid quarterly in arrears.
What You’ll Do1. Recruit and Build Strategic Channel Relationships
Identify, prioritise and recruit the security integrators, VARs and strategic channel organisations AlertEnterprise needs signed in the first 12–24 months.
Build executive-level relationships across partner leadership, sales management and front-line seller communities.
Leverage your existing industry network to accelerate partner recruitment and market awareness.
Represent AlertEnterprise at industry events, partner summits, roadshows and executive briefings.
Negotiate and execute reseller and partner agreements in alignment with company strategy.
2. Activate Partners to Actively Sell GuardianMove partners from “signed” to “actively selling” as quickly as possible.
Run joint account planning and pipeline development sessions with partner sales teams.
Support partner-led opportunities by coordinating AlertEnterprise solution engineering, product specialists and executive sponsorship where required.
Deliver and oversee partner enablement including:
product training,
demo readiness,
commercial positioning,
pricing confidence,
competitive differentiation,
and proposal support.
Establish QBR structures, partner scorecards and ongoing accountability frameworks.
3. Build the Channel Programme InfrastructureDesign and operationalise the AlertEnterprise Channel Partner Programme.
Define:
partner tiers,
programme requirements,
reseller frameworks,
deal registration rules,
margin structures,
MDF policies,
and rules of engagement.
Work cross-functionally with Legal, Finance, Product, Sales Operations and Marketing to establish scalable partner operations.
Extend the proven Guardian MESH commercialisation framework across the broader Guardian portfolio.
Help shape channel-friendly packaging, SKUs and commercial models that simplify partner selling and deployment.
4. Drive Channel Marketing and Market MomentumPartner with Marketing to execute co-branded campaigns, roadshows and demand-generation initiatives.
Design and launch partner incentive programmes, SPIFs and enablement campaigns that encourage active selling behaviour.
Build repeatable onboarding and enablement journeys for partner sellers.
Maintain consistent partner communication cadence including:
product updates,
launch messaging,
competitive positioning,
and sales plays.
Represent AlertEnterprise at major industry events including:
ISC West,
ASIS International events,
GSX,
and partner conferences.
5. Own Channel Performance and Revenue GrowthOwn channel-sourced and channel-influenced revenue performance.
Build and manage:
partner pipeline,
forecasting,
activity reporting,
revenue tracking,
and executive updates.
Represent the channel business in company forecast calls, pipeline reviews and strategic planning discussions.
Resolve partner conflict and direct-vs-channel tensions professionally and proactively.
Drive internal alignment across Product, Customer Success, Sales Engineering, Marketing, Legal and Finance to remove friction for partners and accelerate growth.

Work arrangement
No