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Distribution Account Manager

2 months ago

Sydney, Australia SAS Full time

Distribution Account Manager - Australia & New Zealand

Job Locations AU-Sydney Requisition ID 20061518 Job Category Alliances and Channels Travel Requirements 25%

We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence - and questions into answers.

We’re also a debt-free multi-billion-dollar organization on our path to IPO-readiness. If you're looking for a dynamic, fulfilling career coupled with flexibility and world-class employee experience, you'll find it here.

About the job

The EME-APAC Channels Team accelerates revenue growth through partners, contributing to the continued success of SAS. We are looking for a dynamic Distribution Account Manager to join the regional network driving our partner sales business in Australia & New Zealand.

In this quota-carrying, revenue-producing role, you will be responsible for fostering and managing mutually beneficial relationships with our Distributor and a defined portfolio of partners in ANZ market. You will be at the forefront of expanding our market presence through effective programmatic partner management with our Distributor, managing channel partnerships, leading on partner recruitment, partner engagement, joint partner business planning and enabling the partners’ sales resources and supporting their sales efforts.

As a Distribution Account Manager, you will 

Analyze assigned territory to identify coverage gaps; recruit, onboard, enable sales-driven resellers in ANZ together with our Distributor based on aligned business priorities with the SAS ANZ leadership team. Understand partners’ business model and prepare business cases to incent partner investment. Build strong relationships with key stakeholders from distributor and resellers ensuring significance and commitment for their partnership with SAS. Set sales targets and key result areas for partners appropriate to the market opportunity & business plan, ensuring coverage across partner portfolio is sufficient to meet/ exceed assigned channel sales target and objectives. Execute and support partner initiatives, demand generation programs, timely renewal by working with Distributor, Customer Advisory, Marketing, Customer Success and Education teams etc. Ensure compliance and data integrity of partner-driven opportunities and engagements.

Required Qualifications

Hands-on experience of recruiting, enabling, and managing high-performing partners (i.e. resellers/ distributors) in ANZ market. Track record of achieving sales targets through and with partners. Sound knowledge of partner business models, channel sales policies and procedures. Ability to develop and execute joint business strategies with partners to expand a software company’s share of wallet. Excellent pipeline management skills; ability to lead and coach partners to develop pipeline, ensure forecast accuracy, and close deals in a timely manner. Experience of front-facing clients in ANZ market, inspiring trust and securing buy-in with strong influencing skills and executive presence. Ability to travel as per business requirements Bachelor’s degree in business or related discipline (MBA preferred), and/or the equivalent in training and related experience. You’re curious, passionate, authentic and accountable. These are ourand influence everything we do.

Diverse and Inclusive

At SAS, it’s not about fitting into our culture – it’s about adding to it. We believe our people make the difference. Our diverse workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers. Our commitment to diversity is a priority to our leadership, all the way up to the top; and it’s essential to who we are. To put it plainly: you are welcome here.

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