Channel Director

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

📋 Description

• Define and implement the comprehensive go-to-market strategy for the ANZ Channel in collaboration with APAC leadership, focusing on partnership frameworks, revenue-sharing models, and strategic alignment with Tier-1 partners.

• Develop and execute partner enablement programs that showcase Megaport’s solutions, tools, and unique value proposition.

• Identify various channel segments, partnership models, and market-entry opportunities within ANZ, while recommending channel investment priorities and partner-tier structures.

• Create ANZ channel enablement frameworks and partner governance structures, encompassing entry criteria, commercial terms, performance thresholds, and escalation or exit frameworks.

• Collaborate with local Hybrid Sales Pods to onboard partners and guide them through enablement, activation, and expansion stages.

• Enhance and scale the solution sales process to boost efficiency and increase customer adoption.

• Cultivate executive sponsorship within target partners and lead negotiations for joint go-to-market agreements.

• Oversee ANZ channel performance, including partner sales volume, revenue, program governance, and prioritization of the partner ecosystem.

• Ensure that Megaport solutions are productized and that remuneration plans for channel sellers are clearly articulated.

• Implement targeted channel campaigns that promote Megaport’s products, solutions, and use cases.

• Advocate for ANZ channel interests within global channel leadership forums.

• Represent Megaport at significant partner events to enhance partner engagement.

• Report directly to the Vice President of Sales, Asia Pacific.

⛳️ Requirements

• Must be located on the East Coast of Australia.

• Possess over 8 years of senior sales leadership experience working with MSPs and SIs.

• Have a background in telecommunications, networking, cloud, or IT services sales within the channel.

• Experience in contributing to the development of channel go-to-market strategies and leading a team to execute them.

• Proven track record in recruiting, enabling, and scaling partner ecosystems; familiarity with SIs is a plus.

• Extensive knowledge of the channel landscape in Australia and New Zealand, along with established leadership relationships in key partner organizations.

• Ability to foster cross-functional alignment with various business units, partners, and solution teams.

• Demonstrated history of revenue growth and consistently exceeding commercial targets and strategic KPIs.

• High-level commercial autonomy and a proven history of managing complex, high-value channel relationships, regional revenue and risk forecasting, and global reporting structures.

• Possess an entrepreneurial mindset; adaptable and flexible in approach.

• Comfortable operating independently within a globally distributed organization.

• Willingness and capability to travel across the ANZ region for strategic partner meetings, enablement sessions, and industry events; up to 50% of working time may be spent traveling.

🏝️ Benefits

• Flexible working environment – a remote-first culture with co-working options available.

• Generous leave plans – including parental leave, birthday leave, and a purchased annual leave program.

• Health and wellness support – offered through a wellness allowance and employee wellbeing initiatives.

• Comprehensive learning support – generous study and training allowance, plus paid study leave.

• Creative, modern workspaces – designed to inspire when not working remotely, along with access to coworking spaces via our global WeWork membership for those who occasionally prefer a change of scenery.

• Motivated, inclusive team – collaborate with industry experts and fresh talent.

• Recognition programs – celebrate achievements through our Legend and Kudos awards.