Head of Channel Sales

Responsibilities

Strategy & Leadership

• Define and execute the channel sales strategy for Australia across Reseller and Independent Contractor channels.
• Set targets aligned with broader commercial objectives.
• Build, develop, and retain Regional Sales Managers and Partner Managers.
• Establish accountability, coaching, and continuous improvement across the channel organization.

Independent Consultant Program

• Oversee identification, onboarding, and performance management of self-employed field sales consultants across Australian regions.
• Guide regional planning, goal setting, performance monitoring, and consultant productivity improvements.
• Ensure consistent coaching, field support, and sales enablement.
• Join Regional Sales Managers in the field to model sales behaviors, support deal closure, and maintain quality standards.

Reseller Channel

• Develop and execute the reseller strategy to drive new seller acquisition.
• Oversee partner execution, including business development, negotiation, launch, and ongoing management.
• Prioritize partner benefits, incentives, and co-marketing and sales opportunities.
• Advocate for resellers while balancing commercial goals and the product roadmap.

Cross-Functional & Operational Excellence

• Lead initiatives with Product, Marketing, Sales, Finance, and Legal.
• Produce forecasts, pipeline updates, and performance reports for senior leadership.
• Synthesize field and reseller insights on SME needs, market trends, and competition to inform go-to-market strategy.
• Manage channel economics, including commissions, partner incentives, and ROI analysis.

Requirements

• 10+ years of progressive experience in channel sales, partnerships, or indirect go-to-market roles.
• 3–5 years of people leadership experience managing multi-layered teams.
• Experience in fintech, payments, point of sale, or SaaS.
• Experience working with Australian SMEs and understanding the local market.
• Success building and scaling indirect sales channels, ideally including consultant networks and technology or reseller partnerships.
• Experience managing managers and developing employees, contractors, and consultants.
• Track record of delivering ambitious sales targets in fast-paced, high-growth environments.
• Understanding of consultative sales, pipeline management, channel economics, and performance metrics.
• Experience negotiating, launching, and managing complex partnerships end to end.
• Excellent interpersonal and communication skills.
• Entrepreneurial, proactive, and comfortable in a matrixed environment with ambiguity.
• Analytical ability to interpret performance data, model channel economics, and act strategically.

Nice to Have

• Experience with API and technology integrations in channel partnerships.
• Experience with performance-based or commission-only sales models.

Benefits

• Remote work.
• Medical insurance.
• Flexible time off.
• Retirement savings plans.
• Modern family planning benefits.