Job Title: Director, Channel Partner Sales
Department: Business Development
Work Location: US-Remote
Job OverviewGenea is creating this role to bring our enterprise security channel sales and partner organization under a single leader. The Director, Channel Partner Sales owns revenue delivered through the channel and leads a team of approximately twelve, 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 role sets channel strategy and builds the systems, metrics, and talent to execute it. The work is programmatic: designing repeatable motions, deepening partner relationships, and using data and AI to make the team more effective.
Because the role is new, the person in this seat will continue to define and refine how Genea sells through partners, working closely with the CEO and with real influence over 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 single channel strategy and set of priorities.
- Recruit, enable, and grow channel partners, building the partner base into a durable and predictable source of revenue.
- Design repeatable sales motions, including segmentation, territory design, playbooks, and stage definitions, that scale beyond individual performers.
- Establish the metrics, dashboards, and forecast discipline the go-to-market leadership team relies on to make decisions.
- Define how sales engineering supports the channel, from partner technical enablement through opportunity-level support.
- Apply AI tools to research, prospecting, partner planning, and forecasting, and set the standard for how the team uses them.
- Hire, develop, and retain sales talent; set performance expectations and coach managers and individual contributors against them.
- Partner with marketing, product, and customer success to align messaging, pricing, and roadmap input with what partners and end customers need.
- Represent Genea with senior stakeholders at partner firms and end customers, including at industry events.
QualificationsExperience - Required- 8-10+ years in B2B sales or business development, including at least three years leading and developing sales teams.
- Channel or partner sales experience: recruiting, enabling, and managing external partners as a durable source of revenue.
- 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; able 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.
- Willing and able to travel for customer, partner, and industry events.
Compensation and BenefitsCompensation: $200,000 annual base salary / $275,000 OTEOn-target earnings reflect base salary plus variable sales compensation.
This range reflects what Genea reasonably expects to pay for this role at the time of posting. Where an offer falls within the range depends on the candidate's experience, qualifications, and skills, and on internal equity.
BenefitsFull-time employees are eligible to participate in a comprehensive benefits program that includes medical, dental, and vision insurance; flexible spending accounts (FSA); life insurance; accidental death and dismemberment (AD&D) insurance; long-term disability (LTD) coverage; paid time off (PTO); and a 401(k) retirement savings plan. Eligibility is subject to plan terms and conditions.
