Partner Business Manager

Role

We are looking for a Partner Business Manager to join our Global Partner Ecosystem team. This is a hybrid role based in Canberra with a requirement to be in the office 3 days a week, reporting to the Senior Director, Partner Sales. The senior partner business manager’s core purpose is to build and scale high-performing partner relationships by aligning joint strategy, enablement, and go-to-market execution to drive mutual revenue growth. Their overall impact is for healthy partner engagement, measured through pipeline, faster deal velocity, service creation, expanded market coverage, renewal success and improved customer outcomes.

What you’ll do (Role Expectations)

• Joint regional GTM sales execution with Sales Director
• Regional partner strategy & growth plan
• Partner activation (enablement, sales engagement & pipeline development)
• Partner performance management and forecast governance

Who You Are (Success Profile)

• You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. You adapt to what’s needed, navigating seamlessly between high-level strategy and hands-on execution.
• You operate with urgency. You understand that in a high-growth environment, speed and quality are not mutually exclusive. You have a relentless focus on execution and a bias for action, delivering high-impact results quickly to win for the customer and the team.
• You champion simplicity. You are skilled at distilling complex problems, user needs, and technical concepts into clear, simple, and actionable plans. You are a precise communicator who brings clarity and focus to every interaction.
• You think at scale. You connect your day-to-day work to the larger company mission and think globally. You build solutions, processes, and teams that are not just effective today but are built to last and support a high-growth, global organization.
• You are resilient and adaptable. You view change as an opportunity and setbacks as temporary. You maintain composure and focus in high-pressure situations, guiding yourself and your team through complexity with a steady, positive hand.
• You lead with integrity. You do the right thing, even when it’s hard. You hold yourself and others to a high standard of accountability and build trust by matching your words with consistent, transparent action.

What We’re Looking for (Minimum Qualifications)

• 8+ years in partner/channel sales, alliances, or regional partner management - deep understanding of the Federal Public Sector landscape, including the associated partner network, procurement frameworks, and seasonal acquisition timelines
• Experience building joint GTM plans with regional sales leadership and executing co-sell motions (account mapping, deal reviews, close plans)
• Has managed strategic partners (e.g., GSIs, RSIs, VARs, distributors, MSSPs, ISVs) including recruitment, activation, and performance management
• Experience in network, cyber and cloud security solutions
• Willingness to travel within the region as required to support partners and the sales team

What Will Make You Stand Out (Preferred Qualifications)

• Experienced in Public Sector industry vertical
• Background in partner services capability development
• Strong executive communication; proven ability to engage and influence senior partner leadership

#LI-NL1

#LI-Hybrid

Role

We are looking for a Partner Business Manager to join our Global Partner Ecosystem team. This is a hybrid role based in Canberra with a requirement to be in the office 3 days a week, reporting to the Senior Director, Partner Sales. The senior partner business manager’s core purpose is to build and scale high-performing partner relationships by aligning joint strategy, enablement, and go-to-market execution to drive mutual revenue growth. Their overall impact is for healthy partner engagement, measured through pipeline, faster deal velocity, service creation, expanded market coverage, renewal success and improved customer outcomes.

What you’ll do (Role Expectations)

• Joint regional GTM sales execution with Sales Director
• Regional partner strategy & growth plan
• Partner activation (enablement, sales engagement & pipeline development)
• Partner performance management and forecast governance

Who You Are (Success Profile)

• You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. You adapt to what’s needed, navigating seamlessly between high-level strategy and hands-on execution.
• You operate with urgency. You understand that in a high-growth environment, speed and quality are not mutually exclusive. You have a relentless focus on execution and a bias for action, delivering high-impact results quickly to win for the customer and the team.
• You champion simplicity. You are skilled at distilling complex problems, user needs, and technical concepts into clear, simple, and actionable plans. You are a precise communicator who brings clarity and focus to every interaction.
• You think at scale. You connect your day-to-day work to the larger company mission and think globally. You build solutions, processes, and teams that are not just effective today but are built to last and support a high-growth, global organization.
• You are resilient and adaptable. You view change as an opportunity and setbacks as temporary. You maintain composure and focus in high-pressure situations, guiding yourself and your team through complexity with a steady, positive hand.
• You lead with integrity. You do the right thing, even when it’s hard. You hold yourself and others to a high standard of accountability and build trust by matching your words with consistent, transparent action.

What We’re Looking for (Minimum Qualifications)

• 8+ years in partner/channel sales, alliances, or regional partner management - deep understanding of the Federal Public Sector landscape, including the associated partner network, procurement frameworks, and seasonal acquisition timelines
• Experience building joint GTM plans with regional sales leadership and executing co-sell motions (account mapping, deal reviews, close plans)
• Has managed strategic partners (e.g., GSIs, RSIs, VARs, distributors, MSSPs, ISVs) including recruitment, activation, and performance management
• Experience in network, cyber and cloud security solutions
• Willingness to travel within the region as required to support partners and the sales team

What Will Make You Stand Out (Preferred Qualifications)

• Experienced in Public Sector industry vertical
• Background in partner services capability development
• Strong executive communication; proven ability to engage and influence senior partner leadership

#LI-NL1

#LI-Hybrid