Channel Business Manager ANZ

Aikido Security; Sydney; Sur place; AUD 120 000 - 180 000; Plein temps

Avantages offerts par ce poste

Equity

Flexible hours

Open atmosphere

Résumé du poste

Aikido Security BV is seeking its first Channel Business Manager for Australia and New Zealand to drive revenue growth by building a strong partner ecosystem that delivers qualified pipeline and accelerates deals. This is a high-impact builder role with potential for expanded responsibilities as the region scales.

You will own targets, manage a healthy partner portfolio, and enable partners through training and joint GTM plans while tracking performance in CRM/PRM.

Qualifications

• 4+ years in channel sales or partner management in Cyber/AppSec or B2B tech SaaS.
• Proven ability to build pipeline with partners and accelerate revenue.
• Experience with VARs and distributors in CyberSec.
• Skilled in joint GTM planning, partner enablement, and demand generation.
• Strong existing network of partners is a plus.
• Proficient in PRM tools, HubSpot, and KPI reporting.
• Must be a strong relationship builder with executive presence.
• Metrics-driven with proven partner-sourced revenue success.

Responsabilités

• Own and achieve targets across the ANZ region and partner portfolio.
• Develop and manage a healthy portfolio of key partners.
• Build and manage partner-sourced pipeline with sales to close.
• Channel opportunities to partners to strengthen joint wins.
• Enable partners through training, joint GTM plans, and execution.
• Track KPIs, deal registrations, and pipeline health in CRM/PRM.
• Champion a partner-driven, results-oriented growth motion.

Connaissances

Channel sales

Partner management

Cyber/AppSec

B2B SaaS sales

Pipeline development

GTM planning

Partner enablement

Demand generation

Networking with partners

Executive relationship building

Outils

HubSpot

PRM tools

Description du poste

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

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

• 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.