Partner Business Development Manager
Job Type: Permanent – Full Time
Location: Sydney
Job Category: Sales
The Partner Business Development Manager is a senior, revenue‐owning role responsible for building and scaling ELMO's strategic partner ecosystem across ANZ, generating revenue through cooperation with strategic HR Advisory firms, Integration and Technology Partners, and Channel Partners.
Key Responsibilities
* Revenue Ownership: Carry and deliver an annual partner revenue quota across sourced, co‐sell, influenced, and resell motions.
* Strategic Portfolio: Own the end‐to‐end lifecycle of strategic partners spanning HR Advisory firms, Integration and Technology Partners (ISVs, SIs), and Channel Partners.
* Joint Value Proposition: Work with Product and Marketing to define propositions built on ELMO's AI Workforce Platform.
* Co‐Sell Execution: Lead co‐sell motions, aligning account plans and converting partner‐attached opportunities alongside the direct sales team.
* Partner Recruitment: Identify, qualify, and recruit new partners aligned to the Ideal Partner Profile.
* Executive Alignment: Build and sustain trusted relationships with partner executives, establishing ELMO as a strategic platform partner.
* Enablement: Own the enablement agenda, equipping partner teams with product knowledge, AI fluency, and commercial tools.
Desired Skills and Experience
* Minimum 7 years' experience in partner & channel management within enterprise SaaS, preferably in HR tech, workforce, or ERP categories.
* Proven track record of carrying and exceeding a revenue quota through indirect, co‐sell and resell motions.
* Experience building and scaling a diverse partner mix.
* Commercial acumen for structuring deals, joint business plans and co‐funded investments that create mutual value.
* AI proficiency and ability to translate AI shifts into partner strategy.
* Technical integration experience with API and marketplace ecosystems.
* Executive presence enabling C‐level conversations both within partner firms and at ELMO.
* Education: Tertiary qualification in Business, Commerce or similar preferred.
Benefits
* Hybrid work setup.
* Birthday leave, personal day, and connecting people leave.
* In‐house Learning and Development initiatives.
* ELMO Social and Diversity clubs.
* Wellbeing initiatives such as boot camps, yoga, etc.
* Mental Health/EAP programs.
* Flare Benefits – great discounts, novated leasing, salary sacrifice.
ELMO Software Pty Ltd is an equal opportunity employer. We encourage applicants from diverse backgrounds. We are committed to the Reflect Reconciliation Action Plan (RAP) and to building a diverse team. We follow ISO 27001:2022 certified security policies and respect data privacy and security in every role.
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