Strategic Alliances Lead

Canon New Zealand; Sydney; Hybrid; AUD 140,000 - 180,000; Full time

Benefits offered by this job

Flexible working

Wellbeing support

Canon product discounts

Bonus leave days

Job summary

Canon Business Services (CBS) Australia is seeking a commercially minded Strategic Alliances Lead to steer and grow our technology partner ecosystem across Canon Business Services.

Reporting to the General Manager Sales & Marketing, you will be a key member of the sales leadership team, working closely with sales, technical, delivery and executive stakeholders to strengthen strategic partnerships, drive partner-led growth and maximise commercial outcomes.

Qualifications

• Proven experience managing and growing strategic technology partnerships.
• Strong commercial acumen and a sales-oriented mindset.
• Experience influencing business outcomes through alliance and partner engagement.
• Experience working with vendor, distributor or channel ecosystems.
• Strong negotiation, relationship management and stakeholder engagement skills.
• A track record of developing and executing partnership strategies.
• Existing relationships across major technology vendors or distributors.
• Resilience, adaptability and the ability to navigate complex stakeholder environments.

Responsibilities

• Lead the strategy and growth of a portfolio of key technology alliances, identifying opportunities to strengthen partner engagement and commercial outcomes.
• Build trusted relationships with senior stakeholders across vendor, distributor and technology partner organisations.
• Develop and execute joint business plans with partners, including pipeline growth, enablement, marketing activity and investment planning.
• Work closely with sales and technical teams to identify opportunities, support joint account planning and accelerate partner-led deals.
• Manage the rhythm of partner governance, including business reviews, performance scorecards, executive updates and reporting on partner outcomes.
• Oversee commercial, compliance and operational requirements across the partner lifecycle, including incentives, program benefits, contract renewals, onboarding and certification needs.

Skills

Strategic partnerships

Commercial acumen

Negotiation

Stakeholder management

Alliance management

Vendor/distributor relationships

Job description

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• Work with leading vendors, distributors and technology partners


• Entrepreneurial environment, backed by an established respected brand

About Us

At Canon Business Services (CBS), we're a technology solutions partner for ambitious organisations. Across Australia and New Zealand, we help customers move past roadblocks, embrace opportunities and achieve real business outcomes through smart technology, business process and workplace solutions. By combining deep expertise with a focus on outcomes, we help organisations move faster, work smarter and unlock what's next.

What makes CBS different is our people and our solutionist mindset. We don't jump to quick fixes, we look deeper, ask the right questions and work closely with our customers to solve what really matters. Through our Truly Care approach, we listen with curiosity, plan with expertise and deliver with efficiency, building trusted partnerships that create lasting value and real results.

When you join CBS, you'll be part of a business that invests in your growth and development. You'll have the opportunity to work alongside talented experts, contribute to meaningful outcomes for customers and take on new challenges that help you build your career. Together, we're creating smarter solutions, delivering real results and making a genuine impact for the organisations we support.

About The Opportunity

We are seeking a commercially minded Strategic Alliances Lead to steer and grow our technology partner ecosystem across Canon Business Services.

Reporting to the General Manager Sales & Marketing, you will be a key member of the sales leadership team, working closely with sales, technical, delivery and executive stakeholders to strengthen strategic partnerships, drive partner-led growth and maximise commercial outcomes.

This is more than a traditional vendor management role. We’re looking for someone who can influence outcomes, contribute to the sales cycle, build trusted relationships with leading vendors, distributors and technology partners, and help position Canon Business Services as a preferred partner in the market.

Success in this role will be measured by your ability to create alliance-led growth opportunities, strengthen key partner relationships and elevate Canon’s position within strategic partner ecosystems.

Key Responsibilities include:

• Lead the strategy and growth of a portfolio of key technology alliances, identifying opportunities to strengthen partner engagement and commercial outcomes.


• Build trusted relationships with senior stakeholders across vendor, distributor and technology partner organisations.


• Develop and execute joint business plans with partners, including pipeline growth, enablement, marketing activity and investment planning.


• Work closely with sales and technical teams to identify opportunities, support joint account planning and accelerate partner-led deals.


• Manage the rhythm of partner governance, including business reviews, performance scorecards, executive updates and reporting on partner outcomes.


• Oversee commercial, compliance and operational requirements across the partner lifecycle, including incentives, program benefits, contract renewals, onboarding and certification needs.

About You

You're an entrepreneurial, commercially driven professional who thrives on building relationships, influencing outcomes and driving growth.

You bring a strategic mindset but aren't afraid to roll up your sleeves and get involved when required.

You may currently be working in alliance management, channel sales, vendor management, business development, partner management or a related commercial role within a technology business or managed services provider

You'll bring:

• Proven experience managing and growing strategic technology partnerships.


• Strong commercial acumen and a sales-oriented mindset.


• Experience influencing business outcomes through alliance and partner engagement.


• Experience working with vendor, distributor or channel ecosystems.


• Strong negotiation, relationship management and stakeholder engagement skills.


• A track record of developing and executing partnership strategies.


• Existing relationships across major technology vendors or distributors.


• Resilience, adaptability and the ability to navigate complex stakeholder environments.

Why Join Us?

• Strategic impact: Lead partnerships that influence business growth, market positioning and commercial outcomes.


• Growth opportunity: Help shape Canon’s alliance strategy and work with leading technology vendors, distributors and solution providers.


• Strong foundations: Join a respected brand with an established customer base, executive support and dedicated marketing investment.


• Flexibility and wellbeing: Enjoy a flexible working environment, wellbeing support, discounted health insurance and confidential counselling.


• Development and recognition: Access training, development and education assistance, along with recognition programs, bonus leave days and Canon product discounts.

We believe in the power of an inclusive and diverse workforce. We trust you will bring your authentic self to work and we will focus on making sure that together, we make a strong contribution to the broader community in which we operate. Where possible, flexible working arrangements are the norm, as we know a better work-life balance can improve your motivation, performance, and productivity.

As an equal opportunity employer focused on strengthening our inclusive culture, all applicants will be considered and we welcome applications from people of all ages, cultures including Aboriginal and Torres Strait Islander peoples, abilities, religious beliefs, national origin, sexual orientation and gender identities. Benefits/perks may vary depending on the nature of your employment with Canon Group and the country where you work.

All applicants must be eligible to work in the country they are applying to at the time of application.