Job Title: Channel Account Manager
Location: Melbourne, Australia & Brisbane, Australia
Responsibilities
* Own and execute the channel partner plan for your assigned ANZ territory, driving partner‐led pipeline, revenue growth, and market penetration.
* Manage and grow a defined portfolio of SOTI channel partners, building strong day‐to‐day relationships and positioning SOTI as a strategic long‐term partner.
* Identify, recruit, and onboard new partners within your territory in alignment with the national and APAC channel strategy.
* Drive partner‐sourced and partner‐influenced opportunities by enabling effective sell‐to and sell‐through motions
* You will be responsible for helping Enterprise Account Managers Team to identify and introduce relevant channel sales personnel to help triangulate account relationship and drive a collaborative partner engagement with the Enterprise Account.
* You will be responsible for delivering an assigned target for your region.
* Work closely with Partners, Account Managers, and Inside Sales to co‐develop account plans and jointly progress sales opportunities.
* Enable partners through ongoing training, sales engagement, and education on the SOTI ONE platform, device management, and security landscape.
* Support partners through the full sales lifecycle, including qualification, deal strategy, customer presentations, and closing activities.
* Collaborate with pre‐sales teams (internal and partner) and customer technical stakeholders to scope solutions, define migration approaches, and build business cases.
* Support medium to large, and occasional complex enterprise opportunities through partners, ensuring alignment with commercial and legal frameworks.
* Execute local go‐to‐market initiatives with partners, including events, webinars, campaigns, and joint customer engagements, in collaboration with Marketing.
* Track and manage partner performance against key indicators, including pipeline generation, certifications, training completion, deal registration, and revenue contribution.
* Maintain accurate forecasting, pipeline hygiene, and reporting to support revenue and growth targets for your territory.
* Act as the voice of partners internally, sharing market insights, competitive intelligence, and feedback with Sales, Product, and Marketing teams.
* Streamline partner engagement processes and follow defined workflows to deliver a strong, consistent partner and customer experience.
* Represent SOTI professionally in the ANZ market, conducting regular onsite partner visits and attending customer and industry events as required.
* Contribute to a strong team culture by collaborating closely with the other ANZ Channel Account Managers and also the broader enterprise SOTI Sales Team.
Qualifications
* Minimum 5 years of experience in Software Sales, Enterprise Account Management, Channel Sales or technology.
* Minimum 2 years of Channel Sales experience.
* A proven track record of driving Channel Growth, hitting sales targets, and Partner Enablement.
* A demonstrated ability to drive strategy and alignment with Director+ level external contacts.
* Experience working with cross‐functional teams internally and externally.
* Demonstrated ability to build and maintain strong partner relationships, influence stakeholders, and drive mutual success.
* 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 are proud to be an equal opportunity workplace.
Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.
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