Channel Manager

Vocus Group; Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Career development plans

Staff discounts at retailers

Generous leave options including study

Study assistance programs

Wellbeing initiatives

Job summary

Vocus Group in Australia seeks a Channel Manager to build and nurture the partner ecosystem, drive joint sales initiatives, and empower partners to grow with Vocus products. You will report to the Head of Channel Sales and collaborate with channel program management, enablement, and sales teams.

The role follows a hybrid pattern with two office days per week and occasional travel to events. You will lead relationships, recruit and develop partners, execute business plans, coordinate enablement,

Qualifications

• 7–10 years' experience in channel and/or partner management and leadership roles.
• Telecommunications, ICT or technology industry experience 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.

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.
• Coordinate partner enablement activities (training, certifications, co-selling support) to ensure partners have the knowledge to sell our solutions.
• Lead local marketing and demand generation initiatives with partners to generate pipeline and increase partner-driven revenue.
• Conduct regular business reviews with partners to assess performance and align actions for growth.
• Manage channel conflicts and customer allocation by mediating disputes and implementing fair policies.
• Achieve indirect sales targets and partner KPIs, tracking partner-driven sales and channel contribution.
• Advocate for partner needs with internal teams to ensure timely pricing, delivery, and support.

Skills

Channel management

Partner management

Recruitment & joint planning

Enablement & performance

Channel deal orchestration

Pricing governance

Independent work with collaboration

Telecommunications/ICT experience

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 experienceChannel 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.

What We Offer

Working at Vocus will give you rewarding experiences and the opportunity to do extraordinary work. You will enjoy:

• Diverse and dynamic teams with a supportive and inclusive culture.
• Supportive career development plans with comprehensive ongoing training, support, and development opportunities.
• Generous discounts to over 400 retailers.
• Competitive leave options, including anniversary leave, purchased leave, parental leave, volunteering leave, study leave, and 5 extra days of Vocus leave each year, plus more.
• Study assistance programs to excel your personal growth, learning and development.
• Health and wellness offerings, including access to our wellbeing initiatives that can help you from a financial, psychological, and physical perspective.

Working at Vocus is never just a job – it’s personal. We’re crazy about our customers and believe our people are the difference. Our wonderfully diverse team and a vibrant culture define us. We care about the impact we have on our people, our customers, and our communities and are committed to operating as a responsible, ethical business.

We pride ourselves on setting audacious and ambitious goals and believe that we can play our part in changing the Australian telecommunications landscape and make a fundamental difference to people’s lives.

With us, you’ll have the opportunity to lead and inspire teams, work on projects that are shaping the future of telecommunications and become part of a culture that thrives on creativity, encourages new ideas, and provides a collaborative and inclusive environment.

About Us

As Australia’s specialist fibre and network solutions provider, we own and operate 25,000km of secure, high-capacity fibre connecting people, businesses, governments, and communities across Australia to the world. Through our well-known retail brands, we deliver simple and affordable broadband, mobile, voice and energy services with the purpose of Building Critical Connections. Enabling Better Possibilities.

We are a proud equal opportunity employer committed to providing a safe, diverse, and inclusive working environment where all our team members feel like they belong. We know diversity makes us stronger and we encourage applications irrespective of background, age, origin, gender, sexual orientation, identity, or ability.

If you feel comfortable, please let us know if you have any accessibility requirements upon application, so we can make any adjustments required to support you throughout our recruitment process.