Job Description
Job DescriptionIntroduction
Advancis, Inc. (www.advancis.net) is a global leader in open integration software for security, building automation, and communication systems, with over 2,700 installations across 70 countries. As we scale in the North American market, were seeking a sales-driven Channel Sales Lead to grow our strategic partner ecosystem, close partner-led deals, and drive new revenue by unlocking end-user opportunities that convert into bookings.
Position Summary
Reporting to the VP & Growth Leader Americas, the Channel Sales Lead will serve as both a partner development lead and a field sales contributor. This role goes beyond enablement it is accountable for influencing end-user decisions, working deals to closure (in tandem with partners), and building revenue-generating partnerships. Success means bringing in net new logos, accelerating sales cycles, and meeting or exceeding pipeline and quota targets through a mix of partner-driven and self-sourced opportunities.
Key Responsibilities
- End-User Demand Generation: Identify and qualify new enterprise and mid-market end-user opportunities that can be fulfilled through channel partners. Work closely with customer stakeholders to position Advancis solutions and shape buying criteria.
- Deal Execution & Sales Ownership: Actively engage in the sales cycle from discovery to proposal to close for partner-sourced and end-user originated opportunities. Lead or co-lead deal strategies, proposal development, and commercial negotiations.
- Partner Recruitment & Development: Identify, recruit, onboard, and enable new systems integrators and solution providers strategically aligned with our growth objectives. Provide tools, training, and in-field support to accelerate partner sales cycles.
- Co-Selling with Partners: Lead joint sales pursuits, including account mapping, opportunity planning, and field engagement. Collaborate with partner sellers to develop win strategies and execute tactical sales plans. Drive early-stage wins to solidify partnerships and expand Advancis footprint.
- Sales Pipeline Management: Build and manage a pipeline of both partner-led and self-generated opportunities. Use Salesforce to forecast accurately, track activity, and report on deal progression.
- Field Marketing Support: Help shape and participate in field marketing initiatives such as roadshows, webinars, and trade events. Translate activity into qualified leads and actionable opportunities.
- Cross-Functional Alignment: Collaborate with internal sales, marketing, technical, and delivery teams to ensure customer success and seamless execution of partner deals.
Required Skills and Qualifications
- 5+ years experience in sales, channel sales, or business development within software, physical security, and/or technology integration space.
- Technical ability to conduct basic product demos with training. Able to be self-sufficient for initial meetings and demos to prospects and partners.
- Strong track record of closing deals in a partner or indirect sales model
- Proven ability to influence customer decisions and build executive relationships
- Deep understanding of physical security technologies such as VMS, access control, integration platforms, and IT/OT convergence.
- Experience working both partner-side and customer-side of the deal
- Strong presentation, communication, and negotiation skills, including the ability to deliver value-based solution messaging to technical and executive audiences.
- Proficiency in Salesforce (preferred) or similar CRM platforms
- Bachelor's degree or equivalent
- Ability to travel 3550% across North America
- US citizen, resident, or valid work permit You must be legally authorized to work in the United States for any employer without sponsorship
- Demonstrated success selling into large commercial enterprises, including Fortune 1000 organizations, with an ability to navigate matrixed buying structures and multiple stakeholders
- Familiarity with enterprise IT, physical security governance, and compliance drivers within private-sector verticals such as financial services, healthcare, energy, technology, data centers, manufacturing and logistics
Preferred Qualifications
- Experience working within an ecosystem-based sales model, involving solution integrators, consultants, and technology alliances.
- Familiarity with enterprise verticals such as financial services, data centers, critical infrastructure, healthcare, etc.
- Experience supporting or leading RFP responses, pilots, and proof-of-concept stages.
- Background in pursuing large enterprise accounts through both direct outbound and partner-led strategies
Why Join Advancis?
- Work with a globally recognized brand driving innovation in integrated security platforms.
- Be a key player in our N American growth strategy, with visibility and influence at the executive level.
- Competitive compensation, performance bonuses, and medical/dental/vision benefits.
- Salary will be commensurate with experience and qualifications.
- A collaborative culture with strong leadership and career progression opportunities.
- 401(k) with match
- Medical, Dental, Vision
- Paid Time Off
Flexible work from home options available.