Channel Partner Specialist Role - SaaS Sales Career in Columbus
Career & Market Insight
This Partner Account Specialist role at Genetec sits at the intersection of channel sales, SaaS adoption, and partner enablement — a highly marketable skill set as more enterprise software companies shift to indirect sales models.
Compensation & Market Context: No salary is listed, but US-based Partner Account Specialists/Channel Development roles in security tech typically range from $70,000–$110,000 base plus variable incentives. The 401(k) match is a standard but valued perk; the absence of disclosed OTE is a minor yellow flag for candidates evaluating total earning potential.
Skills You'll Build:
- SaaS channel sales and partner enablement — in high demand as B2B SaaS grows
- CRM pipeline management and adoption metrics tracking
- Technical product positioning (SC SaaS, integrations, BOMs)
- Cross-functional collaboration with PAEs and CDSs
Green Flags: Genetec is a well-established physical security software company with a global partner ecosystem. This role offers clear KPIs (conversion rates, pipeline growth, SaaS adoption), which is positive for performance-driven professionals. The flexible schedule and tuition reimbursement signal investment in employee development.
Potential Red Flags: The role leans heavily on enabling others rather than direct quota ownership, which may limit commission upside. Career progression would likely lead toward Senior Partner Account Executive or Regional Channel Manager roles — solid but not fast-track without proactive navigation.
Job Overview:
The Partner Account Specialist is responsible for supporting and developing Certified Partners within an assigned territory, helping them grow their business with Genetec solutions. This role focuses on SC SaaS adoption, nurturing partner relationships, and driving the conversion of Certified Partners to Unified and Unified Elite.
Your Day at a Glance:
- Serve as the primary point of contact for Certified Partners, ensuring they have the tools and knowledge to succeed with Genetec solutions
- Conduct business planning and performance reviews to identify growth opportunities and strengthen partner engagement
- Drive the conversion of Certified Partners to Unified and Unified Elite by demonstrating the benefits of deeper partnership with Genetec
- Educate partners on SC SaaS product offerings, value propositions, and ideal use cases
- Guide partners on how and when to position SC SaaS to end users for maximum impact
- Support partners in overcoming objections and building confidence in selling SC SaaS
- Track and report on SC SaaS engagement, pipeline growth, and closed deals
- Coordinate partner learning paths and training programs, ensuring Certified Partners stay up to date on the full Genetec portfolio
- Reinforce training through product demonstrations, sales guidance, and real-world application
- Act as a trusted advisor, helping partners leverage Genetec's ecosystem to drive success
- Monitor partner sales pipelines in the CRM, ensuring engagement and deal acceleration across all Genetec product lines
- Work with partners to increase pipeline activity and close rates for SC SaaS
- Follow up on assigned leads, ensuring timely engagement and conversion
- Support transactional business, including small- to medium-sized system designs and associated BOMs
- Assist partners in end-user meetings and product demonstrations, ensuring they are confident in presenting Genetec solutions
- Provide technical support by liaising with technology partners to address product integration questions
- Work closely with other CDSs and Partner Account Executives (PAEs) to ensure smooth territory collaboration and alignment on partner engagement strategies
What Makes You a Great Fit:
- 5+ years of experience in inside sales, partner development, or technology sales
- Proven ability to drive product adoption and enablement in a remote sales environment
- Strong knowledge of channel sales and SaaS sales models
- Exceptional communication skills, with the ability to engage and influence partners remotely
- Experience managing a sales pipeline and tracking adoption metrics using CRM tools
- Requires travel to partner sites — preference is that the candidate lives in the territory
Your Technical Expertise:
- Growth and revenue generation from Certified Partners
- SC SaaS adoption rate and number of Certified Partners actively selling it
- Conversion rate of Certified Partners to Unified and Unified Elite
- Partner engagement in training and enablement initiatives
- Pipeline growth and closed deals across all Genetec solutions
An Asset If You Have:
- Proactive & Results-Oriented: Takes ownership of Certified Partner growth and SC SaaS adoption
- Strategic & Adaptable: Follows a structured sales framework but can adapt based on partner needs
- Strong Influencer & Communicator: Can engage, educate, and inspire partners to sell Genetec solutions effectively
- Collaborative Mindset: Works seamlessly across multiple internal teams to ensure partner success
Let's Talk Perks!
- Attractive compensation package with 401K match
- Training Tuition Reimbursement Program
- Work-life balance with a flexible working schedule
We know that diverse backgrounds and experiences bring great value to our teams. Even if you don't think you tick all the boxes, we still encourage you to apply — your profile may surprise us!
Thank you for your application, but please note that only selected candidates will be contacted. Head-hunters and recruitment agencies may not submit resumés/CVs through this Web site or directly to managers.
Frequently Asked Questions
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