The Business Development Manager (Australia) is a hunter-led, net-new growth role focused on acquiring, onboarding, and activating channel partners, while growing revenue within existing relationships. This position is instrumental in expanding StarTech.com's channel presence across Australia through outbound prospecting, partner signings, launch execution, and early revenue generation.
Location: Sydney, Australia (remote). This is a fully remote role with occasional in-market travel for partner engagement, onboarding, and events. The role works closely with Head Office across a significant time-zone difference and is best suited for a self-driven, outcomes-focused professional who operates comfortably with autonomy, maintains strong CRM discipline, and communicates effectively in a remote, globally distributed environment.
What you will be responsible for:
* Own the end-to-end acquisition of channel partners, from outbound prospecting through to Partner Acquisition.
* Build and execute structured onboarding and enablement plans for Strategic Partners.
* Lead partner launch activities, including sales enablement, product positioning, and go-to-market alignment.
* Drive first-revenue activation by creating early-stage pipeline and converting initial opportunities.
* Serve as the primary point of accountability for partner ramp and early success.
Sales Execution & Business Development
* Pursue and execute outbound sales strategies to expand StarTech.com's market reach and acquire new business. Interact with high-priority channel partners daily through multi-channel outreach and engagement.
* Proactively engage with channel partners and their top sales representatives to maximize StarTech.com's visibility and drive rapid revenue growth.
* Identify and penetrate new end-customer accounts and opportunities by actively prospecting, and leveraging strategic networking opportunities.
* Develop and deliver compelling sales pitches that position StarTech.com's brand, full product portfolio, and unique value propositions as essential solutions for end customers.
* Drive high-intensity business development efforts, consistently uncovering and converting new sales opportunities to accelerate market share expansion.
Strategic Account Growth & Relationship Management
* Develop deep relationships with top sales representatives at channel partners and map their alignment with key end customers.
* Maintain an evolving understanding of the top end customer accounts within each partner to drive revenue expansion.
* Leverage partner sales teams to open direct relationships with end customers to uncover and expand business opportunities.
* Identify and bridge gaps between StarTech.com's current performance and the full revenue potential with a sales representative or end customer.
Pipeline & Opportunity Management
* Develop and manage a robust pipeline, including volume opportunities, standards opportunities, and projects.
* Focus on growing the number of opportunities while improving conversion rates to achieve revenue targets.
* Utilize CRM tools to track opportunities, measure performance, and drive strategic decision-making.
Customer Success & Value Delivery
* Position StarTech.com's Customer Success team as a critical value driver for channel partners and end customers.
* Ensure customers fully leverage StarTech.com's solutions to drive long-term retention and revenue growth.
* Provide feedback to internal teams on market needs and customer challenges to enhance product and service offerings.
Success Metrics (6-12 Months)
* Number of new channel partners successfully signed and onboarded.
* Net-new qualified pipeline created and sustained.
* Early revenue traction from newly onboarded partners.
* Consistent outbound activity levels and cadence execution.
* CRM accuracy, opportunity hygiene, and forecast reliability.
* Demonstrated ability to operate independently while delivering measurable outcomes.
Preferred Qualifications:
* Bachelor's degree in Business, Sales, Marketing, or a related field, or equivalent relevant work experience in sales, account management, or business development.
* 7+ years of experience in B2B sales, account management, or business development, ideally within IT, technology, or hardware sales.
* Proven track record of driving revenue growth through channel partners and direct customer engagement.
* Experience working with end customers, channel partners, and distribution networks.
What to expect from the Hiring Process: We respect your time and value transparency. Here's a general idea of what to expect:
* Intro call with our Talent Acquisition Team (30-45 minutes)
* Interview with the Hiring Manager (45-60 minutes)
* In Person final interview with Director, Market Access & Global Distribution and Hiring Manager (~60 minutes)
* Offer & onboarding
As part of the StarTech.com "One Team," you'll also enjoy:
* Retirement savings plans
* Wellness Program
* Additional perks and rewards
About us
We are in the business of human-centered experiences starting with yours. We believe delivering on our promise of "hard-to-find, made easy" begins with an employee experience founded in opportunity, teamwork, empowerment, and curious minds always asking what if. Not only does our commitment to the exceptional deepen relationships with our partners and customers, it also ignites connection within our team.
StarTech.com is a global leader in tech connectivity solutions, manufacturing a wide range of accessories designed to meet the demanding performance standards of IT professionals andbusinesses. Since 1985, the company has expanded into 28 markets across five continents, with productstrustedby more than 90% of Fortune 500 companies. StarTech.com has been recognized as one of Canada's Best Managed Companies by Deloitte for 15 consecutive yearsand is ranked in the top 5% of companies worldwide for sustainability byEcoVadis.
StarTech.com is an Equal Opportunity Employer. In accordance with the Accessibility for Ontarians with Disabilities Act, 2005 and the Ontario Human Rights Code, StarTech.com will provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities. If selected to participate in the recruitment, selection and/or assessment process, please inform Human Resources of the nature of any accommodation(s) that you may require in respect of any materials or processes used to ensure your equal participation.
StarTech.com uses AI tools only for administrative support, such as transcribing interview notes and organizing candidate details into standardized prescreening and interview templates. These tools do not screen, rank, or assess candidates. All hiring decisions are made by our Talent Acquisition team and Hiring Managers. Candidate information is collected and used solely for recruitment purposes in compliance with applicable privacy laws.
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