GardaWorld : National Channel Development Manager - Market

Business Unit: ECAM

Career Area:
Operations and Administration

Location:

Toronto, Ontario, CA

ECAM Market is seeking a strategic National Business Development Manager to lead the growth of ECAM’s wholesale and channel partner program across Canada. This role is focused on recruiting, developing, and enabling reseller, security, integration, and risk-management partners to offer ECAM’s live video monitoring, Mobile Surveillance Units (MSUs), and white-labeled monitoring solutions within their existing customer base and net new business.

The ideal candidate is an experienced channel development professional with a proven ability to build partner ecosystems, generate recurring revenue programs, and create go-to-market relationships that expand ECAM’s market reach outside of direct sales efforts. Success in this position is measured by partner acquisition, partner-generated pipeline, recurring monthly revenue growth, and long-term channel engagement across the Canadian market.

• Competitive salary: $100k base, OTE $150,000 - $200,000 per year
• Work site location:
  Greater Toronto Area
• Work Schedule:
  
  Full-time
• Comprehensive benefits: medical, dental, and vision insurance plans, paid time off (PTO) policy, paid holidays, disability coverage, and life insurance options.
• Career growth: career growth opportunities at ECAM
• Travel:
  National territory coverage with customer‑facing time as needed

• Identify, recruit, qualify, and develop new channel partners across Canada, including security companies, integrators, risk management firms, monitoring providers, and other strategic reseller organizations focused on expanding ECAM’s Mobile Surveillance Unit (MSU) and monitoring solutions into net new markets.
• Evaluate potential reseller partners for strategic fit by aligning on business goals, target verticals, existing customer base, geographic reach, go-to‑market strategy, and recurring revenue growth opportunities.
• Lead partner onboarding activities including contract negotiation, partner training, sales process enablement, operational alignment, and introduction to ECAM resources, tools, and support teams required for long‑term success.
• Develop strategic go-to‑market plans with partners by identifying existing customer opportunities that fit ECAM’s ideal customer profile, building targeted prospecting strategies, developing talk tracks, and supporting virtual and in‑person customer meetings when needed.
• Establish regular business review cadences with partners to evaluate pipeline activity, funnel progression, sales performance, revenue targets, gaps, and areas requiring additional support or strategic adjustment.
• Work closely with ECAM operations, support, and leadership teams to ensure partners understand the full customer engagement process, implementation expectations, escalation procedures, and the responsibilities of both ECAM and the channel partner throughout the customer lifecycle.
• Maintain accurate pipeline management, forecasting, partner activity tracking, and reporting within Salesforce and related systems to ensure visibility into channel performance and growth opportunities.
• Collaborate regularly with the ECAM Market leadership team to align on strategy, partner performance, market feedback, program improvements, and evolving channel opportunities across Canada.
• Represent ECAM Market at industry events, partner meetings, trade shows, and networking opportunities to strengthen market presence, recruit new partners, and expand channel relationships.
• Proactively manage, mitigate, and resolve channel conflict and internal sales alignment issues by establishing clear partner engagement rules, account ownership expectations, target market alignment, and collaborative communication between channel partners and ECAM’s direct sales organization to support long‑term partner trust and sustainable growth.
• Provide ongoing market and partner feedback to help evolve ECAM’s channel program, partner experience, enablement resources, and overall go-to‑market strategy as the…