Partner Business Manager

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

📋 Description

• Develop the ANZ partner ecosystem - Identify, recruit, and onboard strategic partners such as SIs, consulting firms, ISVs, and cloud alliance partners that align with DevRev's ideal customer profile.

• Drive revenue from partners - Take ownership of pipeline targets and ARR contributions coming from the partner channel. Create joint go-to-market strategies with key partners.

• Enable and empower partners - Provide technical training, sales education, and marketing support to ensure partners can effectively position, demonstrate, and close deals for DevRev.

• Collaborate with partners in sales - Partner with DevRev's direct sales team and partner sales representatives to advance joint opportunities through the sales pipeline.

• Manage partner economics - Design commission structures, deal registration processes, and incentive programs to drive partner engagement.

• Create joint marketing initiatives - Work with the marketing team to execute co-branded campaigns, events, and demand generation activities within ANZ.

• Oversee the partner relationship lifecycle - Manage all phases from recruitment to onboarding, activation, and growth. Monitor partner health metrics and conduct quarterly business reviews (QBRs).

• Represent the ANZ market internally - Provide regional insights regarding partner requirements, competitive landscape, and market opportunities to global leadership.

⛳️ Requirements

• 8-12 years of experience in partner/channel sales, alliance management, or business development within the enterprise SaaS or cloud platforms sector.

• Demonstrated success in building partner programs or increasing channel revenue in the ANZ region.

• Established relationships with SIs, consulting firms, and technology partners in Australia and New Zealand (such as Deloitte, Accenture, Infosys, Wipro, and local/regional consultancies).

• Experience with cloud marketplaces (AWS, Azure, GCP) and co-selling strategies.

• Strong understanding of SaaS financials, including ARR, ACV, partner margin structures, and deal registration models.

• Ability to convert product value into partner-friendly communication and enablement resources.

• Comfort operating in a fast-paced, early-stage environment where you will create foundational playbooks.

• Excellent stakeholder management skills - both internally with sales, marketing, and product teams, and externally with partner executives.

• Located in Australia with a willingness to travel across ANZ (and occasionally to HQ).

🏝️ Benefits

• Chance to establish the ANZ partner function from the ground up at a category-defining organization.

• Competitive base salary plus uncapped variable compensation linked to partner revenue.

• Equity in a high-growth, well-funded startup.

• Direct access to executive leadership and company founders.

• Flexible working arrangements.