Head of Partners

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

📋 Description

• Develop and take charge of Kinatico’s partner program from inception: including tier structure, commercial frameworks, partner agreements, and enablement standards.

• Create and oversee a dynamic partner pipeline that significantly contributes to new ARR goals, with well-defined co-sell and referral attribution.

• Maintain senior-level relationships with all active and prospective partners, ranging from professional services firms and system integrators to HR technology platforms.

• Facilitate co-sell initiatives: joint account planning, shared pipeline oversight, and hands-on support until commercial closure.

• Implement structured onboarding and enablement programs that enhance product knowledge and build sales confidence within partner teams.

• Act as Kinatico's representative at partner events, industry forums, and in the market, embodying our partner channel.

• Collaborate with Sales, Marketing, Product, Legal, and Finance teams to align on priorities, prevent channel conflicts, and contribute to quarterly business reviews.

⛳️ Requirements

• Over 5 years of experience in senior partner management, channel sales, or business development within the B2B SaaS or technology sectors, focusing on creating programs that generate measurable revenue rather than mere activity.

• Practical experience with referral, co-sell, and reseller models, equipped with a solid commercial framework for each.

• The ability to negotiate agreements, structure commercial terms, and manage complex multi-party deals at senior levels with confidence.

• Knowledge of structured sales methodologies (Korn Ferry Strategic Selling, Miller Heiman, MEDDPICC or similar).

• A Salesforce-centric approach: meticulous pipeline management, precise forecasting, and disciplined CRO-level reporting.

• Established networks in compliance technology, HR technology, system integrators, or professional services are a notable advantage.

• Experience in people compliance, HR technology, or related SaaS fields is highly valued.

🏝️ Benefits

• Flexible working arrangements; we hire exceptional talent and trust them to perform, wherever they are in Australia.

• A team that genuinely prioritizes your growth, offering regular development discussions and ample opportunity to direct your career path.

• Meaningful recognition, from KinatiKudos shoutouts to a culture that celebrates achievements, both large and small.

• A purpose-driven mission that resonates daily; our technology contributes to safer and more compliant workplaces.

• The stability of being part of an ASX-listed company combined with the vibrancy of a high-growth Reg-Tech business.