Senior Partner Sales Manager - ANZ

Responsibilities

• Own and grow a defined portfolio of Solution, Channel, and Reseller partners across ANZ, focusing on partner-sourced pipeline, partner-influenced pipeline, and resell revenue.
• Define the ideal partner profile for the ANZ market and recruit regional system integrators, digital agencies, product development agencies, consultancies, and specialist analytics partners.
• Build partner-specific business plans covering target accounts, revenue goals, pipeline targets, sales plays, marketing activity, enablement needs, executive relationships, and quarterly milestones.
• Develop joint go-to-market plans, including shared value propositions, co-sell motions, investment commitments, and defined outcomes.
• Negotiate partnership agreements, including terms, co-sell commitments, and revenue expectations.
• Create repeatable partner motions such as account mapping, referral generation, co-selling, reseller motions, services-led opportunities, regional campaigns, and event-based demand generation.
• Align partners with priority accounts alongside Account Executives and Sales leadership; accurately capture partner involvement in Salesforce and PartnerStack.
• Enable partner sales, consulting, and technical teams to identify opportunities, position the platform, and support early-stage sales conversations.
• Develop partner enablement materials, including sales playbooks, co-branded collateral, and onboarding resources.
• Partner with Marketing on campaigns, webinars, roundtables, executive dinners, customer events, and MDF-funded activities that create measurable pipeline.
• Manage the partner relationship management system, including partner communications, deal registrations, onboarding workflows, and programme content.
• Report on partner pipeline, forecasted revenue, partner activity, account mapping, campaign performance, and quarterly progress.
• Represent the company at industry events, partner summits, and customer briefings across ANZ.
• Champion the partner value proposition internally across Sales, Marketing, Enablement, Customer Success, and Solutions Engineering.
• Turn partner relationships into measurable commercial growth.

Requirements

• 7+ years of experience in a high-growth SaaS environment, including 3+ years building agency, consulting, or channel partner go-to-market motions.
• Experience building, managing, or scaling partner relationships across the ANZ market.
• Track record of driving partner-sourced pipeline and effective co-sell programmes.
• Strong understanding of pipeline creation, opportunity progression, forecasting, partner-sourced revenue, and deal acceleration.
• Experience structuring and negotiating partnership agreements, including commercial incentives.
• Familiarity with partner tiering, incentive design, and programme frameworks.
• Ability to translate partner relationships into account mapping, joint prospecting, opportunity qualification, co-selling, and executive alignment.
• Confidence working cross-functionally with Account Executives, Sales Managers, Solutions Engineers, Marketing, Customer Success, and senior stakeholders.
• Strong communication skills and ability to translate technical concepts into business value.
• Entrepreneurial mindset and ability to create structure and momentum in a fast-moving environment.
• Data-driven approach to managing partner performance and pipeline.
• Proficiency with partner and revenue tools such as Salesforce, Clari, Crossbeam, and PartnerStack or equivalents.
• Active use of AI tools to work more efficiently.
• Interest in product intelligence, customer data, digital products, and behavioural insights.

Nice-to-haves

• Experience with the ANZ technology ecosystem, including local systems integrators, digital consultancies, and cloud service providers.
• Familiarity with APAC markets beyond ANZ, including Singapore, Japan, or India.
• Multiple languages relevant to the APAC region.
• Background in analytics, data, martech, or developer-tools partner ecosystems.
• Experience in high-growth environments from Series B–E or beyond.

Benefits

• Comprehensive medical, vision, and dental care.
• Mental wellness benefit.
• Generous vacation policy and additional company holidays.
• Enhanced parental leave.
• Volunteer time off.
• Additional US benefits, including pre-tax benefits, 401(k), wellness benefit, and holiday break.
• Benefits and perks for contract positions may vary.