GardaWorld : National Channel Development Manager - ECAM Market Canada - Toronto

National Channel Development Manager – ECAM Market Canada

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.

What’s in it for You

• 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

Your Responsibilities as National Business Development Manager — Channel Sales

• 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 business continues to scale.

Your Qualifications

• Authorized to work in Canada.
• Must possess a valid driver’s license and be able to travel throughout Canada for partner meetings, industry events, customer visits, and trade shows as required.
• Experience in channel sales, partner development, business development, or strategic account growth within a B2B environment, with a demonstrated ability to build and grow long-term business relationships.
• Experience developing reseller, dealer, distributor, integrator, or referral partner networks with a strong understanding of partner-driven go-to-market strategies and recurring revenue models.
• Strong relationship-building and communication skills with the ability to engage executive leadership, operational stakeholders, sales teams, and business owners across partner organizations.
• Ability to align business strategies between ECAM and channel partners, identify mutual growth opportunities, and develop scalable partner engagement plans.
• Experience onboarding, training, and enabling partners through sales processes, operational workflows, product positioning, and go-to-market execution.
• Strong organizational, pipeline management, and CRM discipline skills (Salesforce preferred), including forecasting, activity tracking, funnel management, and partner performance reporting.
• Experience supporting strategic sales initiatives including proposals, partner agreements, business reviews, ROI discussions, and recurring revenue growth strategies.
• Familiarity with industries such as physical security, Mobile Surveillance Units (MSUs), monitoring services, guarding, construction, logistics, industrial, commercial real estate, infrastructure, transportation, risk management, or related B2B service environments is considered an asset.
• Ability to manage channel alignment and navigate partner or internal sales conflicts professionally while maintaining strong long-term business relationships.

Your Skills and Competencies

• Channel Development Mindset: Proven ability to identify, recruit, develop, and grow strategic reseller and referral partnerships that generate long-term recurring revenue and expand market reach.
• Relationship & Partner Management: Strong ability to build trust, align business objectives, and develop productive long-term relationships with partner leadership, sales teams, operational stakeholders, and internal ECAM teams.
• Strategic Go-to-Market Planning: Skilled at helping partners identify ideal customer profiles, target existing customer opportunities, develop prospecting strategies, and execute scalable growth plans within their markets.
• Partner Enablement & Coaching: Ability to train, support, and guide channel partners on sales positioning, operational processes, customer engagement strategies, and ECAM resources to improve partner success and pipeline growth.
• Business & Revenue Acumen: Ability to articulate recurring revenue opportunities, business value, operational efficiencies, and customer outcomes that support partner investment and long-term engagement.
• Collaboration & Cross-Functional Alignment: Comfortable working across sales, operations, support, leadership, and partner organizations to ensure alignment, accountability, and successful execution throughout the customer lifecycle.
• Conflict Resolution & Channel Alignment: Ability to proactively manage channel dynamics, mitigate partner conflict, navigate internal sales alignment challenges, and maintain strong collaborative relationships across all stakeholders.
• Execution & Accountability: Highly organized, self-motivated, and results-driven, with strong CRM discipline, forecasting accuracy, pipeline management, follow-through, and ownership of partner performance outcomes.
• Adaptability & Continuous Improvement: Comfortable operating in a growing and evolving channel environment, contributing feedback, refining processes, and helping shape the long-term direction of ECAM’s channel program.

ECAM Market: Power Your Brand with Canada’s Most Advanced Monitoring Infrastructure

ECAM MARKET provides wholesale access to the industry’s most advanced video monitoring network and fully white-labeled solutions, allowing you to deliver best-in-class security under your own brand, at volume. 

Whether you want to add monitoring to your product offering, expand your recurring revenue, sell industry-leading mobile surveillance trailers, or need coast-to-coast deployment support, ECAM MARKET equips 3rd party Integrators with the infrastructure to go further, faster, without building it all yourself. 

BUILT FOR:

• National and Regional Integration
• Security consultants / Risk Management Firms
• Alarm and Video Monitoring Centers (UL Listed)
• Executive Protection Firms
• Event Security Companies

It is the policy of ECAM to provide equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, veteran status, or disability in accordance with applicable federal laws. In addition, ECAM complies with applicable state and local laws governing nondiscrimination in employment. This policy applies to all terms and conditions of employment including, but not limited to hiring, placement, assignment, promotion, termination, layoffs, recalls, transfers, leaves of absence, compensation, and training. It is also the policy of ECAM not to honor requests that employees be assigned on the basis of sex or any other classification protected by law, unless such request is based on a bona fide occupational qualification for that assignment.

#ECAM