Channel Business Manager ANZ

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

Job summary

Aikido is seeking its first Channel Business Manager for Australia and New Zealand to drive revenue growth by developing a strong partner ecosystem and a healthy pipeline of opportunities. You will work with partners and internal teams to accelerate deals and create joint value across the region.

In this high-impact role, you will own targets, enable partners through training and GTM plans, manage partner relationships, and track KPI metrics in CRM/PRM.

Qualifications

• 4 years in channel sales or partner management in Cyber/AppSec or B2B Tech SaaS.
• Experience working with VARs and distributors in CyberSec.
• Track record of building pipeline with partners in a fast-paced business.
• Strong in joint GTM planning, partner enablement, and demand generation.

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.

Skills

Channel sales

Partner management

B2B SaaS sales

GTM planning

HubSpot

Tools

PRM tools

HubSpot

Job description

We\u2019re making security suck less for developers.

Security tools haven\u2019t 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\u2019re taking on legacy security tools teams have been stuck with, and we\u2019re winning. If you want to help us take market share and build products developers actually enjoy using, you\u2019re in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We\u2019re 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

• 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

• Short decision lines. Big ownership. Shape the projects that matter and ship fast.




• Grow as fast as we do. Take on more, own more, and carve out your own path.




• Top-tier tech pay and equity.




• High trust, strong values, zero corporate BS.




• Flexibility in working hours.




• A company that sticks to its values in an open and informal atmosphere.

We hire for talent, drive, and potential. Everything else is noise.