Director, Channel Partner Sales

Genea, a leader in property technology, specializes in cloud-based physical security, submeter billing, and on-demand HVAC solutions, serving over 1 million users across 39 countries. Their mission-driven team focuses on collaboration, innovation, and engineering proptech solutions to address current challenges. Genea has been recognized as a Top Workplace from 2021-2026, with a 4.4/5 rating on Glassdoor. Benefits include 401k matching, PTO, 100% paid parental leave, remote work options, and development/training opportunities.

Job Overview

The role of Director, Channel Partner Sales involves overseeing revenue generated through the channel and leading a team of approximately twelve members, including senior regional sales managers, regional sales managers, and sales engineers. Reporting to the Chief Executive Officer and serving on the go-to-market leadership team, this position is responsible for setting channel strategy and building systems, metrics, and talent to execute it.

The work is programmatic, focusing on designing repeatable motions, deepening partner relationships, and leveraging data and AI to enhance team effectiveness. This newly created role allows the individual to define and refine how Genea sells through partners, working closely with the CEO and influencing company strategy.

Duties and Responsibilities

• Own new business revenue delivered through the enterprise security channel, including pipeline generation, forecast accuracy, and quarterly attainment.
• Lead senior regional sales managers, regional sales managers, and sales engineers against a unified channel strategy and set of priorities.
• Recruit, enable, and grow channel partners, building a durable and predictable revenue source.
• Design repeatable sales motions, including segmentation, territory design, playbooks, and stage definitions that scale beyond individual performers.
• Establish metrics, dashboards, and forecast discipline for the go-to-market leadership team.
• Define how sales engineering supports the channel, from partner technical enablement to opportunity-level support.
• Apply AI tools to research, prospecting, partner planning, and forecasting, setting the standard for team usage.
• Hire, develop, and retain sales talent; set performance expectations and coach managers and contributors.
• Partner with marketing, product, and customer success to align messaging, pricing, and roadmap input with partner and end-customer needs.
• Represent Genea with senior stakeholders at partner firms and end customers, including at industry events.

Qualifications

Experience — Required

• 8–10+ years in B2B sales or business development, including at least 3 years leading and developing sales teams.
• Channel or partner sales experience, including recruiting, enabling, and managing external partners as a durable revenue source.
• Demonstrated record of building repeatable, programmatic sales processes rather than relying on individual performance.
• Experience carrying and delivering against a revenue number, with accountability for forecast accuracy.
• Experience building or scaling a sales function, including hiring and developing employees.

Experience — Preferred

• Selling physical security or property technology through a partner channel.
• Leading or working alongside sales engineering in a technical, solution-based sales environment.

Technical Skills — Required

• Proficiency with CRM and reporting tools; ability to build and interpret pipeline and forecast dashboards without support.
• Practical experience applying AI tools to go-to-market work, and judgment about where they help and where they do not.
• Strong quantitative skills; comfortable working directly with data to diagnose performance and set targets.

Additional Skills — Required

• Exceptional written and verbal communication skills, with the ability to present credibly to executive and partner audiences.
• Willingness and ability to travel for customer, partner, and industry events.