Channel Partners Director of Mid-Market Growth

4 weeks ago

Macquarie Park, Australia Singtel Group Full time

Unlocking Growth in Mid-Market

The Channel Partners Director of Mid-Market is responsible for driving the effective growth of the Indirect Channel Partners to improve the company's market share and profitability within the Mid-Market segment.

You will have responsibility to ensure communication and relationships with Sales Consultants, Service Management, Consulting Architects, Sales Specialists, and other requisite resources are accurately coordinated with the partner sales teams.

This role will primarily focus on acquisition and accelerated growth from onboarded partners and seeking new partners. Additionally, the role has primary accountability for Customer Satisfaction, shared with the Service Management team.

Your Key Responsibilities

  • Build a portfolio of new Channel Partners to scale acquisition in the Mid-Market segment while developing existing partners to ensure growth.
  • Design and implement the evolution of Channel Partners with new commercials, automating key processes, and inputting into requirements for future automated processes and integration with APIs.
  • Lead a Channel Partner team (Partner Manager, Channel Sales Managers, and offshore partner support) and ensure effective territory planning, partner allocation, and partner plans are in place to achieve overall and individual targets.
  • Develop and implement agreed processes and methodologies in relation to the Optus Enterprise Customer Strategy for Channel Partners along with design, development, and delivery of Channel Partner activities, engagements, and support to bolster the channel.

Your Skills and Experience

  • A strong foundation of expertise in relationship sales management experience within the IT or Telecommunications industries with experience leading teams of senior professionals.
  • Validated sales track record in achieving growth through acquisition strategies, sales teams, and customer loyalty in relationship-based market segments.
  • You lead strategically and are future-focused, crafting and achieving a profitable future state through leading structures, systems, processes, goals, and values at the organisation, team, and individual levels.
  • Deep and tested understanding of commercial models for managed service providers and distributors, including complexity, contracts, commission plans, and granular detail around successful modelling.
  • Built and expanded channel partners as an indirect channel to market.

What We Offer

  • Inclusive paid parental leave, up to 14 weeks for the primary caregiver.
  • Executive-level remuneration, including STI & LTI benefits.
  • Executive leadership development, including MBA-level qualifications, mentoring, and coaching.

At Optus, we value diversity and are committed to ensuring that our application process provides an equal employment opportunity to all job seekers, including individuals from diverse gender, cultural, and linguistic backgrounds, individuals with a disability, individuals identifying as being part of the LGBTQIA+ community, individuals who may have served in the armed forces, or who identify as Aboriginal and/or Torres Strait Islander.

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