Senior Partner Sales Manager

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

📋 Description

• Drive revenue originating from partners and influenced by partners in Australia and New Zealand, emphasizing new customer acquisition, expansion opportunities, and contract renewals.

• Create and implement Joint Business Plans with key partners that align with regional growth targets.

• Establish executive relationships with both regional and global system integrators, value-added resellers, cloud partners, and distributors.

• Work in tandem with direct sales teams on co-selling initiatives and collaborative account planning.

• Generate a qualified sales pipeline through partner-led demand generation activities, workshops, enablement sessions, executive briefings, and industry events.

• Recruit, onboard, and empower new strategic partners.

• Lead partner enablement, sales accreditation, and technical certification efforts.

• Conduct Quarterly Business Reviews with strategic partners and executive stakeholders.

• Collaborate with the Marketing team on partner-focused campaigns, field events, webinars, and account-based marketing strategies.

• Manage forecasting, opportunity tracking, partner registrations, and partner pipeline using Salesforce CRM.

• Collaborate with distribution partners to enhance recruitment, enablement, and regional growth.

• Assist in commercial negotiations, opportunity strategy, partner agreements, and deal execution.

• Build relationships with AWS, Microsoft Azure, and Google Cloud to uncover joint customer opportunities.

• Remain informed about trends in DevSecOps, Software Supply Chain Security, AI, Cloud Native technologies, and Cybersecurity.

⛳️ Requirements

• A Bachelor’s degree in Business, Engineering, Computer Science, Information Technology, or a related field.

• 7+ years of experience in Channel Sales, Alliances, Partner Management, or Business Development in the fields of Enterprise Software, Cybersecurity, DevOps, Cloud, or SaaS.

• Proven track record of managing quotas and achieving measurable revenue growth through partner networks.

• Experience engaging with enterprise clients and handling complex, multi-million-dollar opportunities.

• Strong understanding of enterprise software sales cycles within the Australian and New Zealand markets.

• Knowledge of DevOps, DevSecOps, Software Supply Chain Security, CI/CD, Cloud Native technologies, Containers, Kubernetes, or Application Security is highly desirable.

• Exceptional executive communication, presentation, negotiation, and relationship-building skills.

• Strong capabilities in business planning, forecasting, and analytics.

• Experience using Salesforce CRM and managing partner relationships.

• Ability to work collaboratively across functions including Sales, Customer Success, Marketing, Sales Engineering, Legal, Finance, and Product teams.

• Self-motivated individual capable of managing multiple strategic initiatives in a fast-paced environment.

• Willingness to travel throughout Australia and New Zealand.

• Proven ability to establish, influence, and expand high-performing partner ecosystems.

• Strong executive presence with experience engaging C-level stakeholders among partners and clients.

• Strategic mindset coupled with hands-on execution capabilities.

• Commercial insight and experience in developing joint go-to-market strategies.

• A passion for cloud technologies, DevSecOps, and assisting customers in modernizing software delivery securely.

• A collaborative attitude with the ability to influence both regional and global teams.

🏝️ Benefits

• Referral bonus of 800.

• Remote work arrangement.