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 the channel partner ecosystem in Australia. This role focuses on driving joint sales initiatives, enabling partners to grow their businesses with Vocus products, and coordinating closely with cross-functional teams.

The successful candidate will manage partner onboarding, enablement, and performance reviews, while navigating a hybrid work pattern with travel to events as needed. Strong leadership and collaboration are required.

Qualifications

• 7–10 years of channel or partner management experience
• Telecommunications/ICT or technology industry background preferred
• Experience recruiting partners and defining joint business plans

Responsibilities

• Lead a portfolio of channel partner relationships, including recruitment, onboarding, and development
• Execute joint business plans with key partners and define sales targets and marketing initiatives
• Coordinate partner enablement activities (training, certifications, co-selling support)
• Lead local marketing and demand generation initiatives with partners to create pipeline
• Conduct regular business reviews with partners and align on actions to accelerate growth
• Manage channel conflicts and ensure fair policies between partners and direct sales teams
• Achieve indirect sales targets and track partner-driven revenue

Skills

Channel management

Partner management

Sales enablement

Joint business planning

Co-sell / engagement rules

Pricing governance

Independent work with collaboration

Job description

Are you looking for an awesome place to work, where you can proudly be your authentic self, and be part of #oneteam?

We are looking for a passionate team player who aligns with our values and culture, takes pride in their unique contributions, and can challenge the status quo with disruptive thinking. If this sounds like you, come and join us!

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
• 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.