Partner Development Manager

5 days ago

Sydney, New South Wales, Australia Bluebird Full time

Partner Development Manager | Sydney & Melbourne | up to 320k OTE | Hybrid | SaaS Cyber Security & Data Governance

Company Profile

A well-funded and rapidly scaling SaaS company operating at the forefront of data security and governance for Microsoft-based environments. The company supports hundreds of managed service providers (MSPs) globally and continues to grow its presence in ANZ through innovative backup, compliance, and resilience offerings. With a collaborative and performance-driven culture, the team emphasizes technical curiosity, commercial ambition, and long-term career growth.

Role Description

This role focuses on growing revenue through existing partner relationships (farming) while identifying cross-sell opportunities across a multi-product suite. The Partner Development Manager will drive partner enablement and expansion strategies, helping MSPs increase adoption of governance and security solutions.

Team Size & Leadership Scope

Team Size: 15 (current), with 7 Partner Development Managers

Key Collaboration: Sales, Marketing, Enablement, and Product teams

Responsibilities

  • Manage and grow a portfolio of MSP partners across NSW/ACT or VIC/TAS/NZ (two roles)
  • Drive partner engagement, enablement, and revenue expansion across the full product suite (10 products)
  • Identify upsell and cross-sell opportunities within partner accounts (e.g., backup, governance, Microsoft Copilot readiness)
  • Conduct strategy sessions, commercial planning, and partner coaching
  • Collaborate with internal teams to support onboarding, training, and product demos
  • Proactively challenge partner assumptions and improve revenue outcomes

Requirements

Must-Haves:

  • SaaS sales experience in MSP or channel partner environments (3+ years recommended)
  • Understanding of the Microsoft ecosystem and partner programs
  • Proactive mindset with technical curiosity and commercial drive
  • Demonstrated ability to manage partner portfolios and grow channel revenue
  • Ability to work independently and thrive in a coaching-heavy, office-first hybrid environment (Sydney or Melbourne preferred)

Nice-to-Haves:

  • Experience in selling backup, governance, or cybersecurity solutions
  • Familiarity with partner management tools and Microsoft Partner Center
  • Previous success in farming roles focused on revenue expansion from existing accounts

Salary & Benefits

  • Highly Competitive
  • Additional Benefits: Coaching & onboarding support, growth opportunities, flexible hybrid model (Sydney/Melbourne office), well-being support
  • Opportunity to join a global organisation with a global network

We look forward to your application

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