We’re looking for an experienced and commercially driven General Manager – Channel & Alliances to lead and accelerate our partner‑led growth strategy across Australia. Reporting to the B2B GTM Executive, this is a high‑impact leadership role with accountability for driving a step change in Channel performance, revenue, and market presence.
To set you up for success, Vocus has recently refreshed our segment strategy and execution plan, launched an exclusive Channel partner program, and updated our commissions approach, providing the foundation to drive partner performance, scale repeatable performance, and accelerate partner‑led revenue growth. We’re looking for a proven Channel leader and change agent who brings deep partner experience, thrives on building new capability, and wants to create a leading channel proposition in the Australian market.
The role operates in a hybrid working environment and may involve periodic travel for partner engagements and industry events.
What You’ll Be Responsible For
* Define and execute the Channel & Alliances strategy, aligning partner segmentation, coverage models, and solution priorities to Vocus’ B2B growth objectives
* Own Channel revenue performance, including forecasting, pipeline coverage, KPI tracking, and delivery against targets
* Lead joint business planning with strategic partners, driving shared accountability for revenue outcomes and growth initiatives
* Establish a strong performance cadence through structured partner reviews, improving pipeline creation, win rates, and productivity
* Build and embed clear rules of engagement between direct and partner channels, managing conflict and ensuring optimal customer outcomes
* Lead the design and execution of end‑to‑end Channel programs across the partner lifecycle (recruitment, onboarding, enablement, co‑sell, and remediation)
* Manage Channel investment and commercial governance, ensuring disciplined use of incentives, pricing, and partner marketing funds
* Own partner portfolio strategy, including tiering, performance management, and network optimisation
* Lead and develop a high‑performing national Channel team (:10 FTE), driving capability uplift and consistency across regions
* Partner with senior leaders across Product, Sales, Marketing, Finance, and Operations to deliver aligned, market‑leading outcomes
What You’ll Bring
To be successful in this role, you will bring the knowledge, experience, capabilities, and attributes outlined below, including 10+ years’ experience in Channel partner leadership roles.
* You’ll have proven expertise in Channel partner recruitment and joint business planning
* Be capable of Channel partner commercial and pricing governance
* Expertise in Segment strategy and resource allocation
* Change leadership and transformation: Demonstrated ability to build/refresh a Channel model and scale partner‑led revenue through program design, operating cadence, and stakeholder alignment
* Strong Executive Stakeholder and Channel partner leadership experience
* Strong Forecasting, governance and escalation oversight
* Have proven expertise in Channel partner strategy and program governance (coverage model, incentives)
* Channel performance management and co‑sell escalation and Cross‑functional enablement and operations alignment
* A bachelor’s degree is preferred; an MBA is desirable.
What We Offer
* Diverse and dynamic teams with a supportive and inclusive culture.
* Supportive career development plans with comprehensive ongoing training, support, and development opportunities.
* Flexible hours and a hybrid working environment
* Generous discounts on power, gas, mobile and internet; plus, discounts to over 400 retailers.
* Competitive leave options, including anniversary leave, purchased leave, parental leave, volunteering leave, study leave, and 5 extra days of Vocus leave each year, plus more.
* Study assistance programs to excel your personal growth, learning and development.
* Health and wellness offerings, including access to our wellbeing initiatives that can help you from a financial, psychological, and physical perspective.
We are a proud equal opportunity employer committed to providing a safe, diverse, and inclusive working environment where all our team members feel like they belong. We know diversity makes us stronger and we encourage applications irrespective of background, age, origin, gender, sexual orientation, identity, or ability. If you feel comfortable, please let us know if you have any accessibility requirements upon application, so we can make any adjustments required to support you throughout our recruitment process.
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