AustraliaDistribution Channel Manager
2 нед. назад
AustraliaWorldwideRemote
Manage and build distribution partnerships in cybersecurity to drive channel growth.
Обязанности
- Distributor Partnership Development & Management:
- Serve as a primary point of contact for key ANZ and other APAC distributor relationships, fostering strong day-to-day connections with their sales teams, product managers, and channel leadership
- Establish regular planning cadences with distributors for partner and customer targeting, pipeline generation, deal registration, and ensuring readiness for both and distributor sales organizations
- Support the development and deployment of mutual sales materials, and facilitate regular account planning, sales calls, and customer briefings with our distributors
- Proactively identify and assess new market opportunities, specifically within the distributor landscape, and develop effective strategies for partnership expansion
- Partner Recruitment & Activation:
- Drive recruitment of net-new channel partners through distributor relationships
- Build activation frameworks that move partners from onboarding to first deal to recurring revenue
- Identify white-space opportunities within distributor partner bases
- Work with distributor sales teams to prioritize target partner profiles
- Sales Enablement & Performance:
- Deliver training to distributor seller overlays, channel account managers, and partner development teams
- Equip distributor teams with positioning, competitive differentiation, and objection handling
- Assist in the creation of repeatable sales plays for through Distribution
- Participate in regular business reviews, tracking progress against agreed-upon targets, including pipeline velocity and deal value for distributor-driven opportunities
- Drive brand awareness and sales through joint lunch-and-learns, roadshows, executive briefings, and webinars, highlighting 's offerings mapped to distributor solution plays
- Pipeline Generation & Development:
- Build and support the execution of joint go-to-market plans with our distributor partners, contributing to strategy, execution schedules, resources, and budgets
- Build joint demand generation initiatives with distributors
- Execute pipeline acceleration campaigns
- Drive deal registration, partner-sourced pipeline, and co-sell engagement
- Monitor funnel conversion metrics across recruited partners
Требования
- 5+ years of experience in channel, business development, or sales roles with a strong focus on distributor relationships in a B2B SaaS environment, ideally in cybersecurity
- Experience supporting distribution models that include MSP, Microsoft licensing, and traditional reseller routes to market
- A track record of growing distributor partnerships and driving partner recruitment, activation, and revenue outcomes through those channels
- A practical understanding of the cybersecurity ecosystem and how distributor partnerships expand market reach and customer impact
- The ability to build trust across distributor organizations and work effectively with both internal teams and external stakeholders
- Strong operational discipline, including the ability to manage multiple priorities, maintain clear reporting, and stay close to execution details that affect pipeline outcomes
- Comfort using AI to work faster and smarter on research, planning, and written outputs, while knowing when to validate details and rely on human judgment
Условия
- Fully remote work
- At least one annual trip to the US for Summer Summit, with additional local events in Australia!
- New starter home office set up reimbursement ($800 AUD)
- 12 weeks paid parental leave for both primary and secondary carers
- Monthly digital allowance for personal phone and internet costs ($185 AUD)
- Monthly home office tech stipend to upgrade or replace equipment ($40 AUD)
- Subsidised private health insurance through our preferred provider
- Stock options for all full-time employees
- Access to the BetterUp platform for coaching, personal, and professional growth
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- is committed to creating a culture of inclusivity where every single member of our team is valued, has a voice, and is empowered to come to work every day just as they are.
- We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, disability, veteran status, genetic information, marital status, or any other legally protected status.
- People from all culturally diverse backgrounds, including Aboriginal & Torres Strait Islander Peoples, are encouraged to apply.
- We do discriminate against hackers who try to exploit businesses of all sizes.
Другое
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- Cybercrime is growing, and more businesses are getting hit by threats that used to target only the biggest organizations. That pushes defenders like us to operate at the highest level, and it deepens our need for good people who want to make a meaningful impact.
- Founded in 2015 by former NSA cyber operators, is a remote-first team working to make enterprise-grade cybersecurity accessible to businesses of all sizes. We work closely with security teams and service providers protecting complex environments, often without the time or headcount to handle it all. That’s why we build our technology in-house and back it with a 24/7 human-led Security Operations Center (SOC). As a result, our platform is never disconnected from the experts who manage it, ensuring our customers' protection.
- now secures more than 5M endpoints and 11M identities worldwide. Those numbers keep growing because more businesses rely on us to help carry the load and operate with more confidence. Every day, you can see that commitment in how we stand with our customers and how we show up for each other.
- You are the kind of channel leader who knows great distribution partnerships do not run on autopilot. You build momentum through clear execution, sharp follow-through, and a constant focus on what actually moves partners from interest to action. In this role, you will help expand across ANZ by building strong distributor relationships, turning joint plans into pipeline, and making it easier for partners to sell with confidence.
- You bring Warrior Spirit when the market is noisy, priorities shift, or a partner motion needs rebuilding in real time. You are outcome-obsessed in how you work with distributors, partner sellers, and internal stakeholders. You care about measurable progress, not activity for activity's sake, and you stay close to the details that drive recruitment, activation, and long-term revenue growth.
- If you require reasonable accommodation to complete this application, interview, or pre-employment testing or participate in the employee selection process, please direct your inquiries to accommodations@. Please note that non-accommodation requests to this inbox will not receive a response.
- uses artificial intelligence tools to assist in reviewing and evaluating job applications, including resume screening, skills assessment, and candidate matching and comparisons. These AI tools support our human recruiters in the initial review process but do not make final hiring decisions without human involvement. By submitting your application, you acknowledge this use of AI in our recruitment process. Please review our Candidate Privacy Notice for more details on our practices and your data privacy rights.