National Channel and Alliance Director

1 week ago

Melbourne, Victoria, Australia beBeeLeader Full time $120,000 - $150,000
Channel and Partnerships Leader\

This strategic leadership role oversees the development, execution, and management of a national channel and alliance function. The ideal candidate will have experience in cybersecurity, managed services, or technology consulting with a strong focus on partnerships or alliances.

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The successful applicant will design and deliver a national partner program that aligns with our values and service portfolio. This includes defining program tiers, partner benefits, commercial models, and routes to engagement that prioritize quality over quantity.

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Key responsibilities include building frameworks, tools, and playbooks needed to onboard, enable, and support partners effectively. Ongoing management and evolution of the partner ecosystem will ensure alignment with business growth.

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A critical aspect of this role is proactively identifying high-quality MSPs and service-led partners to onboard into the program. This includes leading outreach, qualification, onboarding, and enablement activities for each new partner.

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Another essential duty is acting as the primary contact for all technology and service vendors we engage with. This involves managing ongoing vendor performance, renewals, commercial agreements, and co-marketing activities.

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To succeed in this position, you will need to drive awareness and activation campaigns in partnership with our marketing team. Additionally, ensuring a smooth handover to delivery teams and maintaining visibility and accountability across all active partners and vendors are crucial.

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Cross-functional collaboration is vital, working with sales, marketing, delivery, and executive teams to ensure partner strategy is integrated into all business functions. As an internal advocate for the partner channel, you will educate teams on how to support and work alongside partners.

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Regular KPI framework updates will be agreed upon at the start of each quarter. Key performance indicators will include partner onboarding, enablement completion, sourced revenue contribution, and partner retention. On-target earnings (OTE) will be directly linked.

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  • Leadership and Strategy: Develop and execute a national partner program aligned with our values and service portfolio.\
  • Partner Acquisition and Enablement: Identify, onboard, and enable high-quality partners through outreach, qualification, and enablement activities.\
  • Vendor Relationship Management: Manage vendor relationships, performance, renewals, and commercial agreements.\
  • Operational Execution and Performance Monitoring: Drive awareness campaigns, maintain visibility across partners, and ensure smooth handovers to delivery teams.\
  • Cross-Functional Collaboration: Integrate partner strategy across sales, marketing, delivery, and executive teams.\
  • KPI Framework and Incentives: Regularly review and agree upon key performance indicators tied to on-target earnings (OTE).\
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