Channel Development Manager

This is a fully remote position, open to applicants in Australia.

📋 Description

• Implement channel strategies to foster partner-driven revenue growth and expand market presence.

• Discover and onboard new channel partners that align with targeted markets and product focuses.

• Facilitate the initial partner onboarding process, ensuring that new partners are integrated into CRM systems or partner portals with the appropriate permissions and access to tools.

• Equip partners with training, demonstrations, and sales materials, including resources for SaaS and Cloudrunner.

• Manage the Cloud Partner Program and develop a scalable onboarding program for SaaS partners.

• Coordinate with cross-functional teams (sales, marketing, product) to enhance partner success and ensure effective program execution.

⛳️ Requirements

• Approximately 5 years of experience in channel sales, partner support, sales operations, or a customer-facing role within technology, security solutions, or SaaS/Cloud environments.

• Strong understanding of SaaS, cloud, and hybrid solutions, with the capability to clearly articulate value propositions to both technical and non-technical partner stakeholders.

• Familiarity with physical security technologies such as access control, video surveillance, and cloud-based platforms is a plus.

• General knowledge of system integrations, migrations from legacy platforms, and device compatibility to aid partner discussions and enablement efforts.

• Excellent written and verbal communication skills, with experience in supporting or delivering partner-oriented presentations, training sessions, webinars, or workshops.

• Ability to organize information clearly, maintain engagement, and respond confidently to partner inquiries.

• Comfortable in supporting consultative or value-driven sales approaches by reinforcing messaging and best practices provided by the Channel Sales team.

• Experience in assisting with partner onboarding, CRM or partner portal setup, and ensuring correct access to tools, resources, and documentation.

• Organised and detail-oriented, capable of supporting sales programs, campaigns, and ongoing channel initiatives.

• Proactive in assisting partners with navigating internal systems, sales enablement tools, and product catalogs.

• 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 required.

• Capable of positioning compliance considerations in support of partner discussions and solution value.

• Interest in business storytelling, aiding in translating technical capabilities into partner and customer outcomes using approved messaging, case studies, and success stories.

• Collaborative team player who collaborates closely with APAC Channel Sales and global teams to ensure a consistent partner experience.

🏝️ Benefits

• Opportunity to work for one of the leading IT Security providers.

• Attractive compensation package.

• Regional exposure.

• Travel opportunities.