Director, Channel Partner Sales - Genea

About Genea

As leaders in property technology, Genea provides cloud-based physical security, submeter billing, and on-demand HVAC solutions to over 1 million users across 39 countries. We’re a mission-driven team that collaborates, innovates, and engineers the proptech solutions of tomorrow to solve the challenges of today.

Genea has been recognized as a Top Workplace from 2021–2026, with a 4.4 out of 5 stars rating on Glassdoor. We pride ourselves on fostering an environment of teamwork, transparency, and authenticity.

Job Overview

Genea 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.

Key Responsibilities

• Revenue Ownership: Own new business revenue delivered through the enterprise security channel, including pipeline generation, forecast accuracy, and quarterly attainment.
• Team Leadership: Lead senior regional sales managers, regional sales managers, and sales engineers against a single channel strategy and set of priorities.
• Partner Growth: Recruit, enable, and grow channel partners, building the partner base into a durable and predictable source of revenue.
• Sales Motion Design: Design repeatable sales motions, including segmentation, territory design, playbooks, and stage definitions, that scale beyond individual performers.
• Metrics & Forecasting: Establish the metrics, dashboards, and forecast discipline the go-to-market leadership team relies on to make decisions.
• Sales Engineering Alignment: Define how sales engineering supports the channel, from partner technical enablement through opportunity-level support.
• AI Adoption: Apply AI tools to research, prospecting, partner planning, and forecasting, setting the standard for team usage.
• Talent Management: Hire, develop, and retain sales talent; set performance expectations and coach managers and individual contributors against them.
• Cross-Functional Collaboration: Partner with marketing, product, and customer success to align messaging, pricing, and roadmap input with partner and customer needs.
• Executive Representation: Represent Genea with senior stakeholders at partner firms and end customers, including industry events.

Requirements

Required Experience

• 8–10+ years in B2B sales or business development, including at least 3 years leading and developing sales teams.
• Proven channel or partner sales experience: 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.
• Track record carrying and delivering against a revenue number, with accountability for forecast accuracy.
• Experience building or scaling a sales function, including hiring and developing employees.

Preferred Experience

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

Required Technical Skills

• Proficiency with CRM and reporting tools; ability to build and interpret pipeline and forecast dashboards independently.
• Practical experience applying AI tools to go-to-market work, with sound judgment about where they add value.
• Strong quantitative skills; comfortable working directly with data to diagnose performance and set targets.

Additional Requirements

• 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.

Compensation & Benefits

• Base Salary: $200,000 annual base salary
• On-Target Earnings (OTE): $275,000 (base salary + variable sales compensation)
• Health Coverage: Medical, dental, and vision insurance
• Retirement: 401(k) plan with company matching
• Paid Leave: Paid time off (PTO) and 100% paid parental leave
• Financial & Disability: FSA, life insurance, AD&D insurance, and LTD coverage
• Professional Growth: Development and training opportunities