Job Title: Director, Channel Sales – Location: Melbourne, Australia
Responsibilities
Channel Strategy & Growth
* Develop and execute an APAC wide channel strategy to grow partner-led pipeline, revenue, and market presence, with a focus on high-impact strategic partners.
* Drive annual regional growth targets of 30%+ year over year through a scalable, repeatable channel model.
* Identify, onboard, and establish new strategic partners while strengthening and expanding existing partner relationships.
* Create and execute partner go-to-market (GTM) plans that enable effective sell-to and sell-through motions.
* Create and execute OEM go-to-market (GTM) plans that enable effective sell-to and sell-through motions.
Partner Programs & Enablement
* Execute and continuously optimise partner programs to maximise pipeline generation, revenue contribution, and partner engagement.
* Enable partners through training, sales engagement, certification programs, and ongoing education on device management, security, and the SOTI ONE platform.
* Track and manage partner performance across key metrics: pipeline generation; revenue contribution by partner tier; certification and training completion; joint customer engagements and opportunities.
Enterprise Sales & Deal Leadership
* Lead large, complex enterprise opportunities through the channel, including commercial and legal negotiations in collaboration with procurement, legal, finance, and sales teams.
* Leverage executive and C-level relationships to position SOTI competitively and win against key competitors.
* Partner closely with pre-sales teams (internal and partner) and customer technical leads to build business cases, define migration strategies, and support technical implementations.
* Ensure strong channel support for complex enterprise deployments and transformation initiatives.
Cross-Functional Collaboration
* Work closely with Regional Sales Directors and the Sales, Engineering and Marketing teams to translate business objectives into effective partner-driven GTM execution.
* Identify and validate product integration opportunities with strategic partners, engaging internal product teams to strengthen SOTI’s competitive differentiation.
* Align with marketing to drive joint initiatives such as webinars, blogs, roundtables, and regional events.
* Collaborate with account managers, inside sales, and other stakeholders to ensure a unified and consistent partner strategy across APAC.
Leadership & Team Development
* Lead, coach, and mentor a team of direct reports.
* Recruit and develop talent to address capability gaps and support succession planning across the region and globally.
* Play a key leadership role within the broader business development organization, modelling SOTI’s cultural values and driving operational efficiency, team health, and collaboration.
Operational Excellence & Forecasting
* Streamline complex processes and implement scalable workflows that improve operational efficiency, customer experience, and partner effectiveness.
* Manage revenue forecasting, pipeline visibility, and license growth to consistently meet or exceed quota targets.
* Effectively prioritise and manage multiple high-impact initiatives in a fast-paced, high-growth environment.
Travel Requirements
Regular regional travel across APAC, including onsite partner visits. Additional travel to headquarters and regional industry or partner events as required.
Qualifications
* Minimum 10 years of experience in software sales, enterprise account management, channel sales, or technology.
* 5‑7 years of leadership experience within the technology space.
* A proven track record of driving channel growth, hitting sales targets, and partner enablement.
* Proven experience leading and scaling channel sales across APAC or multi‑country regions.
* Demonstrated success in driving high-growth revenue through complex partner ecosystems.
* Exceptional consultative selling, negotiation, and executive-level communication skills.
* Experience leading cross-functional and cross-organization teams in matrixed environments.
* Strong business acumen with the ability to translate strategy into execution.
* A demonstrated ability to drive strategy and alignment with Director+ level external contacts.
* Proven ability to meet revenue goals and build partnerships based on joint value.
* Excellent communication and presentation skills to CXO level.
* Previous experience working with Salesforce is preferred.
* Strong understanding of partner performance metrics, sales pipelines, and enablement strategies.
* A collaborative, results-driven mindset with the ability to work effectively in a cross-functional environment.
We celebrate the uniqueness of our global teams and are proud to be an equal opportunity workplace.
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