Distribution Channel Manager
Manages distributor partnerships across ANZ and APAC to recruit and activate channel partners, generate pipeline, and grow recurring revenue. The role requires at least five years of channel, business development, or sales experience in B2B SaaS, ideally cybersecurity, plus strong distributor and partner enablement skills.
About the job
Responsibilities
Distributor Partnership Development & Management
- Serve as a primary point of contact for key ANZ and other APAC distributor relationships, fostering connections with sales teams, product managers, and channel leadership.
- Establish regular planning cadences for partner and customer targeting, pipeline generation, deal registration, and sales readiness.
- Support mutual sales materials and facilitate account planning, sales calls, and customer briefings.
- Identify market opportunities within the distributor landscape and develop partnership expansion strategies.
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 creating repeatable sales plays through distribution.
- Participate in business reviews and track pipeline velocity and deal value.
- Drive brand awareness and sales through lunch-and-learns, roadshows, executive briefings, and webinars.
Pipeline Generation & Development
- Build and support joint go-to-market plans, including strategy, schedules, resources, and budgets.
- Build joint demand-generation initiatives.
- Execute pipeline acceleration campaigns.
- Drive deal registration, partner-sourced pipeline, and co-sell engagement.
- Monitor funnel conversion metrics across recruited partners.
Requirements
- 5+ years of experience in channel, business development, or sales roles focused on distributor relationships in a B2B SaaS environment, ideally cybersecurity.
- Experience supporting distribution models involving MSP, Microsoft licensing, and traditional reseller routes to market.
- Track record of growing distributor partnerships and driving partner recruitment, activation, and revenue outcomes.
- Practical understanding of the cybersecurity ecosystem and distributor partnerships.
- Ability to build trust across distributor organizations and collaborate with internal and external stakeholders.
- Strong operational discipline, reporting, prioritization, and execution skills.
- Comfort using AI for research, planning, and written outputs while validating details and applying human judgment.
Compensation & Benefits
- Fully remote work.
- At least one annual trip to the United States for Summer Summit, with additional local events in Australia.
- $800 AUD new-starter home-office setup reimbursement.
- 12 weeks of paid parental leave for primary and secondary carers.
- $185 AUD monthly digital allowance for phone and internet costs.
- $40 AUD monthly home-office technology stipend.
- Subsidized private health insurance.
- Stock options for all full-time employees.
- Access to BetterUp for coaching and personal and professional growth.
Skills
B2B SaaS, Cybersecurity, Channel Partnerships, Distributor Management, Partner Recruitment, Partner Activation, Sales Enablement, Pipeline Generation, Go-to-Market Strategy, Deal Registration, Microsoft Licensing, Managed Service Providers, Reseller Channels, Demand Generation, Artificial Intelligence
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