Partner Development Manager – GSI & Consultants

AvePoint; Sydney; Hybrid; AUD 150,000 - 190,000; Full time

Benefits offered by this job

Competitive market-based compensation

Hybrid working model — 3 days in the A

Private Health Insurance

Tuition Reimbursement

Employee Referral Program

Novated Leasing

Job summary

AvePoint is seeking a Partner Development Manager – GSI & Consultants to grow our ANZ partner ecosystem from Sydney. You will manage global and national SI and advisory partnerships, converting relationships into repeatable, co-sold revenue and embedding AvePoint into partner solutions and client roadmaps.

Success is measured by partner-sourced/partner-influenced ACV and ARR through enablement and joint solutions.

Qualifications

• Proven experience within a software or SaaS vendor environment managing GSI, consulting, alliance or strategic partner relationships.
• 5+ years' experience in channel sales, alliances, partner development or a related commercial role, with accountability for partner-sourced or partner-influenced pipeline and revenue outcomes.
• Experience identify, develop and progress partner-led opportunities through structured engagement, enablement and co-sell motions.
• Sound understanding of partner business models, including referral, influence, resell and services-led opportunities, and how partner economics influence decision making.
• Experience supporting partner enablement, joint go-to-market activities, pipeline generation and opportunity progression.
• Experience using CRM systems to maintain partner, pipeline and forecast visibility, and to manage opportunity progression and partner attribution.
• Experience working within or adjacent to the Microsoft ecosystem, including co-sell motions and partner-led opportunities.
• Strong stakeholder management skills, with experience coordinating internal sales, technical, marketing and partner teams to deliver outcomes.

Responsibilities

• Building and growing relationships with key GSI, consulting and advisory partners to drive partner-sourced and partner-influenced revenue.
• Acting as the conduit between AvePoint and partner teams to ensure alignment, momentum and successful execution of joint opportunities.
• Establishing yourself as the primary point of contact for assigned partners, supporting day-to-day engagement, opportunity progression and relationship management.
• Creating and executing joint partner plans that drive pipeline growth, partner engagement and mutual business outcomes.
• Working closely with AvePoint sales, solution engineering, marketing and customer success teams to identify, progress and close partner-led opportunities.
• Enabling partners to confidently position AvePoint solutions, participate in co-sell opportunities and identify customer use cases where AvePoint can add value.
• Supporting the development of joint offerings, assessments and solution plays that align AvePoint capabilities to partner services and customer transformation initiatives.
• Building advocacy within partner organisations so AvePoint is actively considered and recommended in relevant customer conversations.

Skills

GSI partnerships

Channel sales

Alliance management

CRM systems

Stakeholder management

Tools

CRM systems

Job description

About The Role

The Partner Development Manager – GSI & Consultants is responsible for managing and growing our largest GSI and Consulting partners across ANZ. It is a role for someone who has already built and monetised GSI and consulting partnerships inside a software vendor, and who can convert practice-level relationships into repeatable, co-sold revenue. You will hold a named portfolio of global and national system integrators, management and technology consultancies and advisory firms, engaging alliance leads, practice leaders, delivery partners and their client-facing consultants. The objective is singular: embed AvePoint into partner solutions, delivery methodologies and client roadmaps so those partners become a primary source of new pipeline and a durable influence on our largest deals. Performance is measured on partner sourced and partner influenced ACV and ARR. Every other element of the role – enablement, joint solutions, governance and relationship depth – exists to produce that outcome and is judged on whether it does.

About The Role

The Partner Development Manager – GSI & Consultants is responsible for managing and growing our largest GSI and Consulting partners across ANZ. It is a role for someone who has already built and monetised GSI and consulting partnerships inside a software vendor, and who can convert practice-level relationships into repeatable, co-sold revenue. You will hold a named portfolio of global and national system integrators, management and technology consultancies and advisory firms, engaging alliance leads, practice leaders, delivery partners and their client-facing consultants. The objective is singular: embed AvePoint into partner solutions, delivery methodologies and client roadmaps so those partners become a primary source of new pipeline and a durable influence on our largest deals. Performance is measured on partner sourced and partner influenced ACV and ARR. Every other element of the role – enablement, joint solutions, governance and relationship depth – exists to produce that outcome and is judged on whether it does.

What Your Day To Day Will Look Like

• Building and growing relationships with key GSI, consulting and advisory partners to drive partner-sourced and partner-influenced revenue.
• Acting as the conduit between AvePoint and partner teams to ensure alignment, momentum and successful execution of joint opportunities.
• Establishing yourself as the primary point of contact for assigned partners, supporting day-to-day engagement, opportunity progression and relationship management.
• Creating and executing joint partner plans that drive pipeline growth, partner engagement and mutual business outcomes.
• Working closely with AvePoint sales, solution engineering, marketing and customer success teams to identify, progress and close partner-led opportunities.
• Enabling partners to confidently position AvePoint solutions, participate in co-sell opportunities and identify customer use cases where AvePoint can add value.
• Supporting the development of joint offerings, assessments and solution plays that align AvePoint capabilities to partner services and customer transformation initiatives.
• Building advocacy within partner organisations so AvePoint is actively considered and recommended in relevant customer conversations.

What You Will Bring To The Team

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you.

Essential

• Proven experience within a software or SaaS vendor environment managing GSI, consulting, alliance or strategic partner relationships, with evidence of commercial outcomes delivered through those partnerships.
• 5+ years' experience in channel sales, alliances, partner development or a related commercial role, with accountability for partner-sourced or partner-influenced pipeline and revenue outcomes.
• Experience identifying, developing and progressing partner-led opportunities through structured engagement, enablement and co-sell motions.
• Sound understanding of partner business models, including referral, influence, resell and services-led opportunities, and how partner economics influence decision making.
• Experience supporting partner enablement, joint go-to-market activities, pipeline generation and opportunity progression.
• Experience using CRM systems to maintain partner, pipeline and forecast visibility, and to manage opportunity progression and partner attribution.
• Experience working within or adjacent to the Microsoft ecosystem, including co-sell motions and partner-led opportunities.
• Strong stakeholder management skills, with experience coordinating internal sales, technical, marketing and partner teams to deliver outcomes.

Desirable

• Existing relationships across the ANZ GSI and consulting landscape.
• Exposure to data governance, security, resilience or information management solution areas.
• Experience supporting large tenders, panel engagements, RFx responses or multi-year transformation programs delivered through a partner.

Benefits We Offer

• Competitive market-based compensation
• Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC
• Work life balance through hybrid working model of 3 days a week in office
• Generous PTO allowance incl. specific AvePoint Holidays (Birthday Day, Family Day, Holiday Half Day, Community Outreach Half Day)
• Private Health Insurance
• Mobile Phone Plan Reimbursement
• Tuition Reimbursement
• Dedication Awards
• Employee Referral Program
• Novated Leasing

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.

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