Partner Sales Manager/Director

Recordpoint; Sydney; On-site; AUD 180,000 - 240,000; Full time

Job summary

RecordPoint, a data and information lifecycle management SaaS provider, seeks a Partner Sales Director for the Southern Region. Recruit, onboard and enable channel partners, co-sell with direct sales, and drive partner-led pipeline to meet 30% of the region quota.

Reporting to the APAC Sales Director, you’ll build durable partner relationships, maintain a rolling 5x pipeline, and coordinate with marketing and operations. Some travel across the Southern region is required.

Qualifications

• 8+ years of B2B SaaS sales experience.
• 4+ years in partner, channel, or alliances sales leadership.
• Proven ability to recruit and onboard channel partners.
• Experience co-selling with partners on enterprise deals.
• Experience selling into regulated industries is valued.
• Strong executive presence and joint-presentation skills.
• Willingness to travel across the Southern region.

Responsibilities

• Identify, recruit, and onboard new channel partners in the Southern region.
• Build and maintain a healthy pipeline of prospective partners.
• Guide partners through onboarding, enablement, certification and deal registration.
• Drive and orchestrate co-selling motions with partners and direct sales.
• Jointly present RecordPoint's solutions to prospective customers.
• Design and execute partner-led sales motions and campaigns.
• Collaborate with marketing on MDF-backed campaigns for regional goals.
• Own and deliver the region's partner-sourced revenue target (30%).
• Maintain rolling 5x pipeline coverage and forecast discipline.
• Report partner-sourced pipeline and quota attainment to leadership.
• Provide training and tools to partners and develop joint business plans.
• Work with direct sales, marketing, and partner operations for a seamless partner experience.
• Escalate and resolve channel conflicts to protect relationships.

Skills

Partner sales leadership

Enterprise software sales

Channel partner recruitment

Co-selling with partners

Strategic account planning

Sales forecasting

Cross-functional collaboration

Travel willingness

Job description

RecordPoint is a data and information lifecycle management SaaS product designed to give highly-regulated organizations a competitive edge through safer, more secure, and better-managed data. We're a disruptor in our industry, set apart from competitors by our cutting edge technology and innovation-first mindset.

Our global customer list includes top-tier brands and government agencies like the City of New York, Westpac, National Australia Bank (NAB), Australian Prudential Regulation Authority (APRA), Security Benefit, Cupertino Electric, Australian Securities & Investments Commission (ASIC), Transport for NSW, Ausgrid, and Pacific Gas & Electric (PG&E).

But there's more to us than the what we do — like the who behind it all. Team RecordPoint is made up of 130+ tech-driven professionals at the top of their respective fields. Together, we foster a supportive, collaborative and transparent environment, collectively working toward the singular goal of continuously doing better.

About the Opportunity

RecordPoint's growth depends on reaching regulated buyers through the partners they already trust. The Partner Sales Director, Southern Region is how we build that reach. You own the recruitment, activation, and performance of RecordPoint's channel partners across the Southern region, turning a partner ecosystem into a reliable second engine of pipeline and revenue alongside our direct sales team.

This is an outcomes role, defined by the revenue partners source and the coverage they sustain, not by activity. You will be accountable for partners contributing 30% of the region’s quota through partner-sourced deals, held against a rolling 5x pipeline coverage model. It is also a hands-on, quota-carrying role: you will co-sell directly alongside partners, including jointly presenting RecordPoint’s solutions to prospective customers.

Reporting to the APAC Sales Director, you will work shoulder to shoulder with direct sales, marketing, and partner operations, and you will be the trusted face of RecordPoint to partners across the region.

You will thrive here if you are a self-starter who builds durable partner relationships, holds forecasting discipline, and is comfortable influencing without direct authority in a fast-growing SaaS environment.

RecordPoint is committed to building a diverse and inclusive team. We encourage applications from candidates of all backgrounds, including those from underrepresented groups in the technology industry.

Partner Recruitment & Ecosystem Growth

• Identify, recruit, and onboard new channel partners (resellers, referral partners, and strategic alliances) across the Southern region, aligned to RecordPoint's ideal partner profile.
• Build and maintain a healthy pipeline of prospective partners to ensure sustained ecosystem growth and regional coverage.
• Guide new partners through RecordPoint's onboarding journey, including enablement, certification, and deal registration.

Co-Selling & Partner-Led Pipeline

• Drive and orchestrate co-selling motions between channel partners and RecordPoint's direct sales team, ensuring clear account mapping, deal registration discipline, and minimal channel conflict.
• Co-sell directly with partners, including joint discovery calls, solution demonstrations, and executive presentations, jointly presenting RecordPoint's solutions to prospective customers.
• Design and execute partner-led sales motions and joint marketing campaigns that generate qualified, partner-sourced pipeline.
• Partner with marketing to plan and deploy campaigns (including MDF-funded activity) that support regional pipeline generation goals.

Quota, Pipeline & Forecasting

• Own and deliver the region's partner-sourced revenue target, ensuring partners contribute 30% of the region's total quota through partner-sourced deals.
• Build and maintain a rolling 5x pipeline coverage model against the partner-sourced quota, proactively closing coverage gaps through partner activity and campaign planning.
• Maintain accurate, disciplined forecasting and pipeline reporting for all partner-sourced and partner-influenced business.
• Report regularly to sales and channel leadership on partner-sourced pipeline, coverage, and quota attainment.

Partner Enablement & Relationship Management

• Ensure partners are equipped with the training, certifications, and sales tools needed to sell and position RecordPoint confidently.
• Develop and execute joint business plans with top partners, covering targets, enablement milestones, and MDF utilization.
• Act as the primary point of contact and trusted advisor for partners across the Southern region, building durable, high-trust relationships.

Cross-Functional Collaboration

• Work closely with direct sales, marketing, and partner operations to align territory plans and ensure a consistent, high-quality partner experience.
• Escalate and resolve channel conflict in a way that protects both partner and direct relationships.

Key Performance Metrics

• Partners contribute 30% of the Southern region's quota through partner-sourced deals.
• Rolling 5x pipeline coverage maintained against the partner-sourced quota.
• Number of new partners recruited, onboarded, and activated in the region.
• Volume and quality of partner-sourced pipeline generated through partner-led motions and campaigns.
• Co-sell engagement rate and win rate on jointly worked opportunities.

• 8+ years of B2B SaaS sales experience, including 4+ years in a partner, channel, or alliances sales leadership role.
• Proven track record of building and scaling partner-sourced pipeline and revenue within an enterprise software business.
• Demonstrated success recruiting and onboarding new channel partners, including resellers, referral partners, and strategic alliances.
• Hands-on experience co-selling with partners, including jointly presenting to enterprise or government buyers.
• Experience selling into regulated industries such as government, financial services, or critical infrastructure is highly regarded.
• Strong working knowledge of partner program mechanics, including tiering, deal registration, MDF, and partner enablement.
• Excellent executive presence, communication, and joint-presentation skills.
• Willingness and ability to travel across the Southern region as required.

Skills & Competencies

• Relationship building and partner management.
• Strategic account and territory planning.
• Disciplined sales forecasting and pipeline management.
• Collaborative, cross-functional mindset with the ability to influence without direct authority.
• Self-starter, comfortable operating with autonomy in a fast-growing SaaS environment.

RecordPoint is an equal opportunities employer.

We offer a fast-paced, dedicated and enjoyable environment, working with some of the best people in the industry.

You will need to pass a police background check to be eligible for employment at RecordPoint.