The Director, Partner Sales will develop partner sales strategies, manage a sales team, cultivate relationships with key partners, and oversee partner performance metrics in the ANZ region.
Location: Sydney / Melbourne
About The Role
We are searching for a Director, Partner Sales to lead our ANZ Partner Account Team. The role will be based out of Sydney/ Melbourne, reporting to the Vice President of Partner Sales, Asia Pacific. You will be responsible for collaborating with the Sales Area Vice Presidents and key stakeholders to build the strategy to grow partner revenue, market expansion, and develop partner relationships to drive customer adoption in ANZ.
Key Responsibilities:
Qualifications:
About The Role
We are searching for a Director, Partner Sales to lead our ANZ Partner Account Team. The role will be based out of Sydney/ Melbourne, reporting to the Vice President of Partner Sales, Asia Pacific. You will be responsible for collaborating with the Sales Area Vice Presidents and key stakeholders to build the strategy to grow partner revenue, market expansion, and develop partner relationships to drive customer adoption in ANZ.
Key Responsibilities:
- Develop and implement a comprehensive partner sales strategy that aligns with the regional sales strategy
- Cultivate and nurture executive relationships with strategic partners (distributors, resellers, service providers, alliance partners, managed service providers, global systems integrators, etc.)
- Lead a team of partner sales managers as well as an in-direct technical team to manage a partner sales revenue and pipeline target delivered through partners in collaboration with field sales teams
- Lead, inspire and motivate your team to grow and develop professionally to achieve individual and team goals, whilst fostering a collaborative and high-performance culture
- Own performance metrics such as forecasting, and related operational cadences to oversee growth in partner booked revenue, partner attach, partner-initiated opportunities, partner competency, geographical coverage and market expansion.
- Oversee partner services, partner programs, managed services, and partner marketing performance within your region
- Work closely with sales leadership, cross-functional teams, marketing, product, customer support and stakeholders to ensure a cohesive approach to the market to align partner strategies with overall business goals
Qualifications:
- 15+ years of proven success in partner sales and partner management
- 6+ years managing people
- Strategic thinking and business acumen to develop partner led strategies
- Experience recruiting, developing, and managing both 1-tier and 2-tier channels
- Deep understanding of the ANZ and overall APAC partner ecosystem, including VARs, MSPs, GSIs, and Distributors/VADs
- Proven track record in accurately forecasting partner business and meeting partner booked, partner initiated and related partner metric targets
- Executive presence, and ability to influence
- Strong written and oral communication, and negotiation skills
- Strong understanding of sales and partner sales cycle
- Demonstrated ability to prioritise effectively, create strategic plans, and deliver successful partner sales results
- Ability to thrive under pressure in a fast-paced environment, and manage multiple projects simultaneously
- Ability to cultivate business relationships through networking
- Willingness to travel
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