Director, Business Development, Channel & Alliances

Objective Corporation; Melbourne; On-site; AUD 180,000 - 260,000; Full time

Job summary

Objective Corporation is seeking a Director of Business Development, Channels & Alliances to lead the global business development function and build a thriving partner ecosystem within its Information Intelligence business. The role focuses on driving direct sales performance and creating revenue through strategic partnerships, reporting to the VP Sales & Customer Success, Information Intelligence ANZ.

The successful candidate will coach a high-performing team, shape channel strategy, and engage

Qualifications

• Proven success leading and developing high-performing B2B SaaS/enterprise sales teams.
• Track record of achieving revenue targets and closing high‑value deals.
• Experience developing channel partnerships and partner-led revenue opportunities.
• Experience selling into government or heavily regulated industries.

Responsibilities

• Lead and coach a high-performing business development team with accountability for revenue and pipeline.
• Own revenue performance, forecast accuracy, and long-term growth targets.
• Drive strategic sales execution through complex enterprise deals and negotiations.
• Develop and execute a channel and alliances strategy to expand market reach.
• Establish and grow relationships with strategic technology partners and system integrators.
• Develop compelling partner propositions, agreements, and GTM initiatives.
• Collaborate with senior leaders to align commercial priorities and accelerate opportunities.

Skills

Business development

Enterprise sales

Channel partnerships

Executive stakeholder management

Sales strategy

MEDDPICC / Challenger / Strategic

Salesforce

Tools

Salesforce

Job description

Are you a commercially driven sales leader who knows how to turn strategy into revenue, partnerships into opportunities, and talented individuals into high-performing teams?

At Objective, we're looking for a Director, Business Development, Channels & Alliances to lead our business development function and build a thriving partner ecosystem across our Information Intelligence business.

This is an opportunity to take ownership of a critical growth function, influence our go-to-market strategy and play a pivotal role in expanding our presence across government and regulated industries.

Why Objective?

At Objective, we create software that makes a difference.

With over 400 people across Australia, New Zealand, the UK and the US, we're an established Australian technology company delivering innovative SaaS solutions that help governments and regulated organisations work smarter, make better decisions and deliver stronger outcomes for their communities.

Our Information Intelligence solutions help organisations securely manage, connect, protect and unlock the value of their information.

We're ambitious about our future, and we're looking for a commercial leader who can help us accelerate that growth.

The opportunity

Reporting to the VP Sales & Customer Success, Information Intelligence ANZ, you'll lead a team of business development professionals while taking ownership of our channel and alliances strategy.

Your focus will be twofold: driving direct sales performance and creating new revenue opportunities through strategic partnerships.

You'll bring commercial discipline, market insight and an entrepreneurial mindset to how we identify opportunities, build relationships and win business.

This is a role for someone who enjoys being close to the action, whether that's coaching a team through a complex deal, developing a strategic alliance or engaging senior stakeholders to unlock new opportunities.

What you'll be doing?

• Lead, coach and develop a high-performing business development team, creating a culture of accountability, collaboration and commercial success.

• Own revenue performance, sales forecasting and pipeline development, ensuring the team is positioned to achieve both immediate and long-term growth targets.

• Drive strategic sales execution, supporting your team through complex enterprise sales cycles, negotiations and major opportunities.

• Leverage your own network and industry relationships to identify, influence and secure new business.

• Shape and execute a channel and alliances strategy that expands Objective's market reach and creates sustainable revenue opportunities.

• Identify, establish and grow relationships with strategic technology partners, system integrators and other channel partners.

• Develop commercially compelling partner propositions, agreements and go-to-market initiatives.

• Build a scalable partner ecosystem with clear performance measures, enablement programs and shared growth objectives.

• Partner with senior leaders across Sales, Marketing, Product and Customer Success to align commercial priorities and accelerate market opportunities.

• Bring market intelligence, competitive insights and customer perspectives into strategic decision-making.

• Represent Objective with senior executives, partners and industry stakeholders, strengthening our market position and brand.

• Champion continuous improvement in sales effectiveness, processes and commercial performance.

What you'll bring

We're looking for an accomplished commercial leader who combines strategic thinking with a genuine passion for sales execution and building relationships.

You’ll ideally bring:

• Proven success leading and developing high-performing business development or enterprise sales teams within a B2B SaaS or enterprise software environment.

• A strong track record of achieving revenue targets, building healthy pipelines and closing complex, high-value deals.

• Demonstrated experience developing channel partnerships, strategic alliances or partner-led revenue opportunities.

• Experience selling into government, public sector or highly regulated industries, with an understanding of complex buying environments.

• Strong commercial acumen, executive-level stakeholder engagement and negotiation capabilities.

• Experience applying structured enterprise sales methodologies such as MEDDPICC, Challenger or Strategic Selling.

• Confidence using Salesforce and sales analytics to drive performance, forecast accurately and make informed decisions.

• A leadership style that balances ambition, accountability and genuine investment in developing people.

Above all, you're someone who can see the bigger commercial picture while staying connected to the people, partnerships and opportunities that make growth happen.

If you do not tick every box, do not let that stop you. We value potential, learning agility, coachability and diverse perspectives just as much as experience, and we encourage you to apply.

At Objective, we recognise and celebrate our diverse team as pivotal to our strong employee engagement and our high-performing culture, underpinned by Our Values.

We are an equal opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by applicable laws in the regions where we operate.

To ensure a positive experience, please inform our Talent Team of any adjustments or accommodations you may require during the recruitment process, so we can support you effectively.