Channel Business Manager ANZ

Aikido Security; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Aikido Security is seeking a Channel Business Manager for Australia and New Zealand to drive revenue growth by developing a strong partner ecosystem. You will own targets, manage key partners, and co-sell with sales to accelerate deals.

Ideal candidates have deep channel sales experience in Cyber/AppSec or B2B SaaS, with a proven ability to build pipeline, enable partners, and report KPIs. The role offers a high-impact, fast-growing environment with flexible working arrangements.

Qualifications

• 4 years in channel sales, partner management in Cyber/AppSec or B2B Tech SaaS sales.
• Experience with VARs and distributors in CyberSec.
• Track record of building partner-sourced pipeline and accelerating revenue.
• Skilled in joint GTM planning, partner enablement and demand generation.
• Strong network of matching partners is a plus.
• Proficiency with PRM tools and HubSpot, plus KPI reporting.

Responsibilities

• Own and achieve targets across your region and partner portfolio.
• Develop and manage a healthy portfolio of partners that drive business both ways.
• Build and manage partner-sourced pipeline; co-own opportunities with sales to close.
• Channel opportunities to partners to strengthen joint success and engagement.
• Enable and activate partners through training and joint GTM plans.
• Track KPIs, deal registration, and pipeline health in CRM/PRM.
• Champion a partner-focused motion that fuels predictable growth.

Skills

Channel sales

Partner management

Pipeline development

Joint GTM planning

Partner enablement

CRM KPI reporting

Executive relationship building

Tools

HubSpot

PRM tools

Job description

Job description

We’re making security suck less for developers.

Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.

We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self‑securing software. Join an all‑star team. Take real ownership. Push boundaries. Build things that matter.

We are seeking our first Channel Business Manager for Australia and New Zealand who will drive revenue growth for both Aikido and its partners by developing a strong, mutually beneficial partner ecosystem that delivers qualified pipeline, accelerates deals and consistent joint wins. This is a high‑impact, builder role with the opportunity to grow into expanded responsibilities as the region scales.

Responsibilities

• Own and achieve set targets across your region and partner portfolio

• Develop and manage a healthy portfolio of key partners that drive business both ways

• Build and manage partner‑sourced pipeline; co‑own qualified opportunities with sales to close

• Channel opportunities to partners to strengthen joint success and engagement

• Enable and activate partners through training, joint GTM plans, and consistent execution

• Track KPIs, deal registration, and pipeline health in CRM/PRM

• Champion a partner‑preferred, results‑oriented motion that fuels predictable growth

Job requirements

• 4 years in channel sales, partner management in Cyber/AppSec, or B2B Tech SaaS sales

• Experience working with VAR’s and distributors in CyberSec

• Track record of building pipeline with partners, fast‑paced business

• Skilled in joint GTM planning, partner enablement, and demand generation

• Knowing your way and having a strong existing network of matching partners is a plus

• Proficiency with PRM tools, HubSpot, and KPI reporting

• Strong relationship builder with executive presence

• Metrics‑driven with proven success in accelerating partner‑sourced revenue

What you can expect

• High-impact position in a fast‑growing company

• Competitive salary package

• A company that sticks to their values in an open and informal atmosphere (see our culture-page on the website for more details)

• A diverse and inclusive organization that is proud to be an equal opportunity employer

• Flexibility in working hours

You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation or any disability.