Channel Manager

VOCUS; North Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Job summary

Vocus is seeking a Channel Manager to build and nurture its channel partner ecosystem in Australia, driving joint sales initiatives and enabling partners to grow with Vocus products. Reporting to the Head of Channel Sales, the role is an individual contributor with heavy cross-functional collaboration across channel program management, enablement, and sales teams.

The position follows a hybrid work pattern (two days in the office per week) and may involve travel to partner and industry events.

Qualifications

• 7–10 years' experience in channel or partner management and leadership.
• Experience in telecommunications, ICT or technology industries preferred.
• Strong partner recruitment, joint business planning and enablement background.
• Proven ability to manage channel deals, pricing governance, and conflict resolution.
• Able to work independently while collaborating with cross-functional teams.

Responsibilities

• Lead a portfolio of channel partner relationships from recruitment to development.
• Execute joint business plans with key partners to drive mutual growth.
• Coordinate partner enablement activities, training and certs.
• Lead local marketing and demand generation with partners to build pipeline.
• Conduct regular business reviews to track performance and actions.
• Moderate channel conflicts and ensure fair policies between partners and direct sales.
• Aim for target attainment and KPIs for partner-driven revenue.
• Advocate for partner needs with product, marketing and support teams.

Skills

Channel management

Partner management

Leadership

Telecommunications/ICT experience

Recruitment

Joint business planning

Enablement

Deal orchestration / co-sell

Pricing governance

Independent yet collaborative

Job description

As a Channel Manager, you will build and nurture Vocus’s channel partner ecosystem, driving joint sales initiatives and enabling partners to grow their own businesses with Vocus products.

Reporting to the Head of Channel Sales, this role is an individual contributor without direct reports but coordinates closely with channel program management, business management, enablement, and sales teams. The role follows Vocus’s hybrid working pattern (two days per week in the office) and may require travel to partner and industry events; no security clearance or shift work is required.

Key Responsibilities

• Lead a portfolio of channel partner relationships, including recruitment, onboarding, and development of partners to expand indirect sales coverage
• Execute joint business plans with key partners, defining sales targets, marketing initiatives, and enablement activities that drive mutual growth and success
• Working with program management and partner enablement, lead and coordinate partner enablement activities (training, certifications, co-selling support), ensuring partners have the knowledge and resources to effectively sell our solutions
• Lead local marketing and demand generation initiatives with partners (campaigns, events) to generate pipeline through the channel and increase partner-driven revenue
• Lead regular business reviews with partners to assess performance, discuss challenges, and align on actions that will accelerate partner sales growth
• Manage channel conflicts and customer allocation issues by mediating disputes and implementing fair policies that foster a productive collaboration between partners and direct sales teams
• Achieve indirect sales targets and partner performance KPIs, closely tracking partner-driven sales and ensuring the channel meets or exceeds its contribution goals
• Champion with internal product, marketing, and support teams to advocate for partner needs and ensure partners receive timely support on pricing, delivery, and customer issues.

Skills & Experience

• Minimum 7–10 years' experience in channel and/or partner management and leadership roles
• Telecommunications, ICT or technology industry experience is strongly preferred
• Partner recruitment & joint business planning experience
• Partner enablement & performance management experience
• Channel deal orchestration (co‑sell, rules of engagement) experience
• Partner commercial & pricing governance experience
• The ability to work independently while collaborating effectively across a broader team.