Partner Development Manager

Our client is a leading provider of proactive video monitoring solutions designed to prevent crime before it happens.

Growing company
Great benefits
Excellent culture

The Partner Development Manager (PDM) is a sales and business development professional responsible for identifying, recruiting, activating, and accelerating new strategic Partners.

Responsibilities:

New Partner Recruitment & Business Development: Identify, prospect, qualify, and recruit new security integrators, alarm companies, and other qualified organizations into the Netwatch Partner Program. Build and maintain an active pipeline of prospective Partners sufficient to achieve annual Partner activation and productivity objectives.

Partner Qualification & Strategic Fit: Evaluate prospective Partners based on market presence, existing customer estate, video-security capabilities, recurring-revenue potential, target-market alignment, sales capacity, technical capabilities, executive sponsorship, and willingness to actively invest in selling Netwatch services. Prioritize organizations capable of developing meaningful and sustainable RMR rather than opportunistic or transactional sales.

Existing Estate Conversion: Identify opportunities where prospective Partners have existing customers, sites, or monitored-camera estates utilizing competing third-party providers or internal monitoring operations. Develop conversion strategies that demonstrate the operational, commercial, and customer-value benefits of transitioning those services to Netwatch.

PVM Conversion & Service Attachment: Identify Partner customer estates utilizing passive CCTV, traditional video verification, project-based video systems, or other video solutions without recurring proactive monitoring. Work with the Partner to create campaigns and account strategies that introduce Netwatch PVM as a recurring service layer across the installed base.

Partner Go-to-Market Strategy: Develop and execute individualized go-to-market plans based on each Partner's strengths, customer base, geographic footprint, vertical expertise, branch structure, sales organization, and existing service portfolio. Establish target markets, ideal customer profiles, campaigns, account lists, pipeline objectives, and measurable execution plans designed to create repeatable Netwatch production.

Joint Business Planning: Establish documented growth plans with Partner leadership defining expected production, pipeline development, target verticals, sales-team participation, enablement requirements, Partner commitments, Netwatch support, milestones, risks, and actions required to achieve agreed objectives. Conduct recurring commercial reviews throughout the Partner development period and implement corrective action when performance falls behind plan.

Sales Team Activation & Enablement: Serve as a primary commercial trainer and coach for Partner sales organizations during the development period. Deliver and coordinate training covering Netwatch's value proposition, Proactive Video Monitoring, target customer profiles, competitive differentiation, discovery, positioning, objection handling, recurring-revenue economics, opportunity qualification, and effective end-customer sales strategies.

Partner Onboarding Coordination: Work closely with Partner Success and other internal stakeholders to ensure newly recruited Partners complete required onboarding, training, technical enablement, system access, commercial setup, and operational readiness. Maintain visibility into onboarding milestones and ensure delays or obstacles are proactively addressed.

Pipeline Development & Opportunity Management: Work directly with Partner sales teams to identify, develop, qualify, and advance Netwatch opportunities. Establish pipeline expectations appropriate to agreed production targets and maintain visibility into opportunity stage, projected camera volume, expected RMR, probability, timing, obstacles, and next actions.

End-Customer Sales Support: Participate in strategic end-customer opportunities when appropriate, including discovery meetings, solution presentations, demonstrations, site surveys, system-design discussions, competitive positioning, pilot planning, and executive presentations. Coach Partner sales teams toward increasing independence rather than creating long-term reliance on Netwatch to perform their selling activities.

First Two-Year Partner Acceleration: Maintain primary commercial responsibility for newly activated Partners through their first two years in the program. Drive execution toward growth targets of monitored cameras during Year 1 and 2 in the program. Develop recovery plans for Partners materially behind expected production.

Partner Graduation & Transition: Assess Partner readiness for transition from the development phase into ongoing Partner Program management. Ensure graduating Partners have established appropriate sales knowledge, trained personnel, operational competency, active pipeline, executive commitment, and demonstrated ability to independently generate Netwatch business. Coordinate a structured transition to Partner Success resources at the completion of the development period.

Partner Performance Management, Forecasting & Reporting: Establish and monitor measurable Partner-development KPIs, including Partner recruitment, onboarding completion, sales enablement, pipeline creation, first opportunity, first site live, monitored-camera production, RMR generation, forecast accuracy, and progress against Year 1 and Year 2 production targets. Maintain accurate forecasts within approved CRM and reporting systems and communicate performance, risks, dependencies, and recovery actions to leadership.
Partner Incentives & Sales Motivation: Collaborate with leadership to develop and execute Partner-level sales incentives, promotions, campaigns, recognition programs, and other mechanisms designed to generate Partner sales-team engagement and accelerate Netwatch production.

Cross-Functional Collaboration & Voice of the Partner: Partner closely with Partner Success, Marketing, Operations, Installation & Implementation, Monitoring Operations, Product, Finance, and executive leadership to ensure newly recruited Partners receive the support necessary to become successful. Capture Partner feedback, competitive intelligence, recurring sales objections, market trends, pricing feedback, and program barriers and translate them into recommendations that improve the Partner Program.
Variable incentive compensation is expected to be structured primarily around productive growth of recruited Partners during their first twenty-four (24) months in the program, rather than Partner agreements alone. Incentive design will reward meaningful production milestones and sustained RMR creation, reinforcing the expectation that the PDM recruits Partners capable of becoming long-term recurring-revenue producers.
Requirements:

Bachelor's Degree or equivalent relevant professional experience required.

Five (5) or more years of relevant experience in channel sales, business development, indirect sales, security integration, managed services, recurring-revenue sales, account development, or a related commercial role preferred.

Demonstrated ability to recruit, develop, and activate channel Partners, security integrators, resellers, or other indirect go-to-market relationships.

Proven track record of building new revenue pipelines and converting business-development relationships into measurable recurring revenue.

Experience within security services, video surveillance, remote monitoring, managed services, or a related technology environment strongly preferred.

Strong understanding of recurring-revenue business models and the commercial importance of RMR growth.

Demonstrated ability to evaluate potential Partners based on strategic fit, commercial potential, sales capability, operational readiness, and long-term revenue opportunity.

Experience developing and executing joint business plans, go-to-market strategies, sales campaigns, territory plans, or account-development programs.

Strong consultative sales skills, including discovery, solution positioning, objection handling, competitive differentiation, opportunity qualification, and closing strategy.

Demonstrated ability to train, coach, influence, and motivate sales professionals who do not report directly to the position.

Ability to build relationships with Partner executives while also working effectively with branch leaders, sales representatives, engineers, operations teams, technicians, and other stakeholders.

Strong communication, presentation, and public-speaking skills, including the ability to present effectively to Partner leadership, sales teams, and end customers.
Ability to analyze sales pipeline, Partner performance, production, and revenue data and translate findings into clear actions.

Strong commercial judgment and ability to prioritize resources toward Partners and opportunities with the greatest expected business impact.

Excellent organization and time-management skills; able to manage multiple prospective and developing Partner relationships simultaneously.

Experience with CRM platforms, preferably Salesforce, and proficiency with Microsoft Office applications including Excel, PowerPoint, and Word.

Ability to work effectively across Sales, Partner Success, Operations, Marketing, Product, Finance, and executive leadership.

Experience and in-depth knowledge of Netwatch systems, services, operations, the Partner Program, and Proactive Video Monitoring preferred.

Willingness and ability to travel regularly for Partner meetings, sales training, customer meetings, site visits, industry events, and company meetings.

Flexibility to occasionally work outside standard business hours when required by Partner, customer, or business needs.