Benefits:
401(k)
401(k) matching
Bonus based on performance
Competitive salary
Dental insurance
Health insurance
Paid time off
Vision insurance
Introduction
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, we’re 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+ year’s 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 35–50% 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
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.
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.
Flexible work from home options available.