Channel Development Specialist

Channel Development Specialist

The role:

The Channel Development Specialist will be based in Sydney (ideally) and will support channel initiatives across the assigned territory. The role focuses on enabling and strengthening relationships with Certified System Integrators, technology partners, consultants, and resellers, ensuring partners are fully equipped to promote and sell Genetec solutions effectively.

The main objective of the role is to support channel revenue growth by assisting the Channel Sales team with partner onboarding, enablement, and ongoing engagement. This includes helping manage and execute channel sales programs and campaigns, coordinating partner training initiatives, and providing partners with the tools, resources, and access required for success.

• Support the Channel Sales team in nurturing and maintaining strong, productive relationships with both existing and new partners.
• Contribute to the Channel Sales team by supporting the management and execution of sales programs and campaigns.
• Help provide partners with the necessary training, tools, and resources to effectively promote and sell products
• Assist in the initial partner onboarding process, ensuring new partners are set up in CRM systems or partner portals with the correct permissions and access to tools.
• Help partners navigate internal systems and ensure they have access to essential resources, such as sales enablement tools, partner portal and product catalogs.
• Assist in scheduling and organizing regular training sessions, webinars, and workshops tailored to partners’ needs and product updates.
• Provide general administrative support and post-sales activities to the Channel Sales team

Channel, Technical & Solution Awareness

• 2–5 years of experience in a channel sales, partner support, sales operations, or customer-facing role within technology, security solutions, or SaaS/Cloud environments.
• Solid understanding of SaaS, cloud, and hybrid solutions, with the ability to explain value propositions clearly to both technical and non-technical partner stakeholders.
• Familiarity with physical security technologies such as access control, video surveillance, and cloud-based platforms is an advantage.
• General awareness of system integrations, migrations from legacy platforms, and device compatibility to help support partner discussions and enablement activities.

Communication & Presentation Skills

• Strong written and verbal communication skills, with experience supporting or delivering partner-facing presentations, training sessions, webinars, or workshops.
• Ability to structure information clearly, maintain engagement, and respond confidently to partner questions.
• Comfortable supporting consultative or value-based sales motions by reinforcing messaging and best practices provided by the Channel Sales team.

Partner Enablement & Coordination

• Experience assisting with partner onboarding, CRM or partner portal setup, and ensuring correct access to tools, resources, and documentation.
• Organised and detail-oriented, with the ability to support sales programs, campaigns, and ongoing channel initiatives.
• Proactive in helping partners navigate internal systems, sales enablement tools, and product catalogs.

Industry & Compliance Awareness

• Basic understanding of regional compliance and industry standards (e.g., data sovereignty, ISO standards, security best practices), with the ability to escalate or align messaging with internal experts when needed.
• Able to position compliance considerations in support of partner conversations and solution value.

Business Mindset

• Interest in business storytelling, helping translate technical capabilities into partner and customer outcomes using approved messaging, case studies, and success stories.
• Collaborative team player who works closely with APAC Channel Sales and global teams to ensure consistent partner experience.

• Opportunity to work for one of the leading IT Security providers 
• Attractive compensation package  
• Regional exposure  
• Travel opportunities