Channel Director – ANZ

Webhosting; Australia; On-site; AUD 130,000 - 200,000; Full time

Job summary

Megaport seeks a Channel Director to lead ANZ channel strategy and partnerships. You will drive sustainable revenue growth by recruiting, activating and engaging MSP, SI and DCO partners across AU/NZ, coordinating with APAC leadership and Megaport’s Hybrid Sales Pods.

You will shape GTM programs, governance, and enablement, aligning partner activities with Megaport’s global channel priorities while delivering measurable partner-driven outcomes.

Qualifications

• Experience leading channel partnerships across enterprise ecosystems.
• Proven track record of growing revenue via partner networks.
• Strong ability to define and execute GTM strategies.
• Skilled in high-stakes negotiations with strategic partners.
• Proven leadership in cross-functional teams.

Responsibilities

• Define and execute the end-to-end ANZ GTM strategy in partnership with APAC leadership.
• Identify and assess new ANZ channel segments and opportunities.
• Design the ANZ channel enablement framework and governance structures.
• Partner with Hybrid Sales Pods to recruit and enable new partners.
• Scale the solution sales process to drive channel-driven growth.
• Lead executive sponsorship and negotiate joint GTM agreements with key partners.
• Oversee ANZ channel performance, partner revenue, and ecosystem profitability.
• Productise Megaport offerings for clear channel remuneration and success metrics.
• Run targeted channel campaigns with partners to align capabilities and roadmap.
• Represent ANZ channel in Megaport’s global leadership discussions and partner events.

Skills

Channel partnerships

Strategic planning

Sales enablement

Negotiation

Leadership

APAC knowledge

Partner management

GTM strategy

Executive engagement

Job description

Megaport · Australia, Remote (Australia)

Hybrid Full-time Senior Operations

Job Description

About Megaport

We’re not your typical tech company – and we don’t want to be. Megaport is the global leader in Network as a Service (NaaS), and has transformed the way businesses connect to the cloud, data centers, and each other. We’re publicly listed on the Australian Stock Exchange and partnered with the biggest names in tech like Amazon, Microsoft, Google, Oracle, IBM, and more. Headquartered in Brisbane with a crew of over 600 people spread across Asia-Pacific, Europe, and the Americas, our employees enjoy an environment that is collaborative, supportive, and (actually) fun.

Our Team Culture

We’re a team of problem solvers, pixel pushers, code slingers, and cloud fanatics. Culture is more than a poster on the wall here – collaboration beats hierarchy, curiosity fuels our growth, and everyone’s voice matters. We take our work seriously, but not ourselves. We work across time zones to execute on our global vision, trust each other to get things done, and never compromise our values for commercial gain. Most importantly, we place our customers at the center of everything we do. We’re committed to increasing representation in the tech industry and welcome applicants from all backgrounds. Don’t meet every requirement? That’s okay. If you’re excited about this role, we encourage you to apply.

Your Role

Reporting to the Vice President of Sales, Asia Pacific. This role is pivotal in driving revenue through the recruitment, activation and engagement of new and existingMSP, SI and DCOpartners. As Channel Director, you will be responsible for driving sustainable revenue growth through strategic partnerships, market expansion and executive engagement across the AU and NZ market. The Channel Director develops and executes initiatives by identifying high-potential partners, accelerating their onboarding, and guiding them through the partner lifecycle from initial engagement to activation and long-term revenue generation.

What You’ll Be Doing

• Define and execute the end-to-end go-to-market strategy for ANZ Channel in partnership with APAC leadership, including establishing corporate partnership frameworks, revenue sharing models, and commercial and strategic alignment across Tier-1 partners. Design and deliver tailored enablement programs that educate and empower partners on Megaport’s solutions, tools, and value proposition, driving partner capability and revenue growth.

Identify and assess new channel segments, partnership models and market entry opportunities within ANZ, making recommendations to APAC sales leadership on channel investment prioritisation, partner tier structures, and the long-term shape of the Megaport partner ecosystem in the region.

Design the overarching ANZ channel enablement framework and partner governance structures, including entry criteria, commercial terms, performance thresholds, and escalation or exit frameworks for underperforming partners.

Partner with Megaport’s local Hybrid Sales Pods to shape Go-to-Market strategies that will drive the recruitment of new partners in their region and accelerate their progression through the partner lifecycle from onboarding to enablement to activation and expansion.

Optimise and scale the solution sales process to improve efficiency, drive customer adoption, and support scalable growth through the channel.

Formulate and drive executive-level sponsorship within target partners, lead commercial negotiations with partners to establish strategic joint go-to-market agreements, and use these to cultivate strategic alliances with sellers in named channel accounts to drive partner-sourced opportunities and pipeline growth.

Oversee and manage ANZ Channel performance including partner sales volume and revenue, shared program and agreement governance, and the selection and prioritisation of Megaport’s partner ecosystem to ensure long-term profitability and regional performance.

Ensure, where practical, Megaport solutions are productised and remuneration plans relating to Megaport products are clearly defined for channel sellers in your accounts.

Execute targeted channel campaigns in collaboration with channel partners to ensure alignment of long-term partner capabilities with Megaport’s strategic Channel roadmap, including the promotion of Megaport’s latest products, solution offerings, and use cases to educate, train, and equip partner sellers for success.

Represent ANZ channel interests within Megaport’s global channel leadership forums, ensuring regional strategy is aligned with and contributes to global channel priorities.

Represent Megaport at key partner events, acting as an integral link to our Hybrid Sales Pods & Channel partners to strengthen presence, visibility and engagement.