Director, Business Development, Channel & Alliances

Location: Hybrid in Melbourne or Sydney, Australia

Company

Established Australian technology company delivering SaaS information intelligence solutions that help governments and regulated organisations securely manage, connect, protect and use their information.

What you will do

• Lead, coach and develop a high-performing business development team.
• Own revenue performance, sales forecasting and pipeline development.
• Support complex enterprise sales cycles, negotiations and major opportunities.
• Shape and execute the channel and alliances strategy across technology partners, system integrators and other channel partners.
• Develop partner propositions, agreements, go-to-market initiatives and enablement programs.
• Work with Sales, Marketing, Product and Customer Success leaders to influence growth strategy and improve commercial performance.

Requirements

• Proven experience leading business development or enterprise sales teams in a B2B SaaS or enterprise software environment.
• Strong record of achieving revenue targets, building pipelines and closing complex, high-value deals.
• Experience developing channel partnerships, strategic alliances or partner-led revenue opportunities.
• Experience selling to government, the public sector or highly regulated industries.
• Strong commercial acumen, executive stakeholder engagement and negotiation skills.
• Experience with MEDDPICC, Challenger or Strategic Selling, Salesforce and sales analytics.

Nice to have

• Established industry relationships and a network of strategic technology partners or system integrators.
• Experience building scalable partner ecosystems with shared performance measures and growth hirify.globals.

Culture & Benefits

• Hybrid work arrangement in Melbourne or Sydney.
• Opportunity to influence go-to-market strategy and growth across government and regulated industries.
• Collaboration with Sales, Marketing, Product and Customer Success functions.
• Work within an established technology organisation with more than 400 people across Australia, New Zealand, the UK and the US.