Director, Business Development, Channel & Alliances

ObjectiveHealth; Sydney; Hybrid; AUD 180,000 - 260,000; Full time

Job summary

Objective is seeking a Director, Business Development, Channels & Alliances to lead and scale our partner ecosystem across our Information Intelligence business. The role combines direct sales leadership with building a high-performing team, driving revenue, and expanding government and regulated industry growth.

You’ll own the channel strategy, collaborate with senior stakeholders, and shape initiatives that unlock strategic opportunities with technology partners and system integrators.

Qualifications

• Proven track record leading and developing B2B SaaS or enterprise sales teams.
• Strong history of meeting revenue targets, building pipelines and closing complex deals.
• Experience developing channel partnerships and partner-led revenue opportunities.
• Experience selling into government, public sector or highly regulated industries.
• Excellent commercial judgement and executive stakeholder management.
• Familiarity with modern sales methodologies and analytics tools.

Responsibilities

• Lead, coach and develop a high-performing business development team to drive accountability and results.
• Own revenue performance, forecasting and pipeline development to achieve short- and long-term growth.
• Drive strategic sales execution through complex enterprise cycles, negotiations and major opportunities.
• Develop and leverage networks to identify, influence and secure new business.
• Shape and execute a channel and alliances strategy to expand market reach and revenue.
• Establish and grow relationships with strategic technology partners and channel partners.
• Create compelling partner propositions, agreements and go-to-market initiatives.

Skills

Sales leadership

Channel strategy

Enterprise sales

Strategic partnerships

Public sector

Forecasting

Stakeholder engagement

Salesforce

Tools

Salesforce

Job description

Director, Business Development, Channel & Alliances

Team: Objective

Location: Melbourne, Sydney

Commitment: Full time

Workplace Type: hybrid

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, inspire and deliver

• 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.

Build partnerships that drive growth

• 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.

Influence our growth strategy

• 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.