Lead global partner program strategy and governance: design partner models, onboard and enable partners, manage CRM/PRM infrastructure, report program performance, acquire and manage strategic channel relationships.
Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.
Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk
About the role
This global role is responsible for supporting channel program management at Advanced Navigation through ownership of our partner programs and close collaboration with our regional sales leaders.
What you'll do
- Partner program design: Own the structure of how we work with partners including resellers and agents (operating model, partner value proposition, compensation / pricing framework)
- Partner program governance: Own the processes and rules of engagement which govern how partners operate alongside of core / direct sales (e.g. territory management, deal registration, reporting, forecasting)
- Partner acquisition: Collaborate with the regional leader and regional channel resources to source and screen prospective partners as well as undertake the end-to-end commercial negotiation and engagement process
- Partner activation: Define and manage the partner onboarding experience, monitor partner readiness to compress time to value, define ongoing partner training and enablement needs
- Partner enablement: Partner with internal groups including Customer Support, Sales, Product and Marketing to develop the relevant collateral, assets and tools needed to support partner business development activities
- Partner program performance management: Centrally manage and report on partner and program level performance (pipeline generation, qualified opportunity conversion, win rate, bookings), proactively manage underperforming partners
- Program Infrastructure development: Own the partner systems (CRM/PRM) requirements and workflows, define and manage program level reporting and analytics
- Partner relationship management: Build and maintain high quality relationships with counterparts from Advanced Navigation’s largest channel partners
Skills & Experience
- Proven track record in developing, implementing and growing partner programs, (preferred if this includes non-English speaking markets)
- Strong leadership skills, ideally within the context of a matrix organisation design
- Excellent relationship-building and communication skills
- Strong strategic thinking and analytical skills
- 10+ years experience in channel sales and/or channel management
- Familiarity with positioning and navigation technologies
- Background spanning Defence and Commercial customers highly beneficial
- MBA beneficial but not required
Advanced Navigation Sydney, New South Wales, AUS Office
Sydney, Australia
Advanced Navigation Botany Bay Area, New South Wales, AUS Office
38 Lord Street, Botany Bay Area, Australia, 2019
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