Vendor Manager

Nextgen Distribution Pty Ltd; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Exclusive Networks is seeking a Vendor Manager in Sydney to drive growth and market presence for Oracle, OCI, and SolarWinds. You will recruit and enable channel partners, build strong vendor relationships, and lead demand generation efforts to create opportunities and accelerate revenue.

The role reports to the VP of Cloud and requires deep knowledge of the ANZ IT channel, with a focus on growth across partners and vendors. We value collaboration and strategic thinking in this dynamic market.

Qualifications

• 5+ years' experience in vendor management, channel account management, business development, distribution, or alliance management within the ICT industry.
• Experience with enterprise software, cloud, infrastructure, cybersecurity, data management, or digital transformation vendors.
• Experience with Oracle, Oracle Cloud Infrastructure (OCI), SolarWinds, or comparable enterprise technology vendors is highly regarded.
• Strong understanding of the Australian and New Zealand IT channel, including distributors, resellers, system integrators, managed service providers, cloud partners, and ISVs.
• Proven success in driving partner recruitment, enablement, activation, and revenue growth through indirect sales channels.
• Experience developing and executing vendor business plans, go‑to‑market initiatives, demand generation campaigns, and partner growth programs.
• Strong commercial acumen with experience managing vendor budgets, forecasting, pipeline development, revenue targets, and profitability objectives.
• Experience presenting business performance reviews and recommendations to senior vendor and partner stakeholders.

Responsibilities

• Drive revenue, profitability, and market share growth across Oracle, OCI, and SolarWinds.
• Recruit, onboard, and activate new channel partners to strengthen and expand the partner ecosystem.
• Increase partner engagement, certifications, and solution adoption to maximise partner performance and vendor growth.
• Deliver impactful marketing and demand generation initiatives to create market awareness and drive business opportunities.
• Build trusted relationships with vendor and partner stakeholders, fostering strong and collaborative partnerships.
• Create pipeline opportunities and accelerate business growth through effective channel engagement and commercial initiatives.
• Become a recognised advocate for your vendors within the ANZ channel community, strengthening vendor presence and market positioning.

Skills

Vendor management

Channel account management

Business development

Distribution

Alliance management

Enterprise software

Cloud

Cybersecurity

Data management

Digital transformation

Job description

Introduction

Exclusive Networks is the global cybersecurity go‑to‑market specialist that provides partners and end‑customers with a wide range of services and product portfolios. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine deep local expertise with the scale and delivery of a single global organization. Our best‑in‑class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models. For more information visit www.exclusive-networks.com. At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our ecosystem, shaping a prosperous and trusted digital world, and helping our people to realise their full potential.

DUTIES AND RESPONSIBILITIES

About the role

As the Vendor Manager, you will be responsible for driving the growth, adoption, and market presence of NEXTGEN's Oracle, OCI, and SolarWinds businesses. You will build strong relationships across our vendor and partner ecosystem, helping partners identify new opportunities, develop their capabilities, and accelerate customer success. Success in this role will come from your ability to collaborate, execute effective growth initiatives, and create value for our vendors, partners, and customers.

This role will report to VP of Cloud.

• Drive revenue, profitability, and market share growth across Oracle, OCI, and SolarWinds.
• Recruit, onboard, and activate new channel partners to strengthen and expand the partner ecosystem.
• Increase partner engagement, certifications, and solution adoption to maximise partner performance and vendor growth.
• Deliver impactful marketing and demand generation initiatives to create market awareness and drive business opportunities.
• Build trusted relationships with vendor and partner stakeholders, fostering strong and collaborative partnerships.
• Create pipeline opportunities and accelerate business growth through effective channel engagement and commercial initiatives.
• Become a recognised advocate for your vendors within the ANZ channel community, strengthening vendor presence and market positioning.

We are looking for a commercially minded technology professional who is passionate about driving growth, building partner ecosystems, and developing successful vendor relationships.

QUALIFICATIONS AND EXPERIENCE

About you

• 5+ years' experience in vendor management, channel account management, business development, distribution, or alliance management within the ICT industry.
• Demonstrated experience working with enterprise software, cloud, infrastructure, cybersecurity, data management, or digital transformation vendors.
• Experience with Oracle, Oracle Cloud Infrastructure (OCI), SolarWinds, or comparable enterprise technology vendors will be highly regarded.
• Strong understanding of the Australian and New Zealand IT channel, including distributors, resellers, system integrators, managed service providers, cloud partners, and ISVs.
• Proven success in driving partner recruitment, enablement, activation, and revenue growth through indirect sales channels.
• Experience developing and executing vendor business plans, go‑to‑market initiatives, demand generation campaigns, and partner growth programs.
• Strong commercial acumen with experience managing vendor budgets, forecasting, pipeline development, revenue targets, and profitability objectives.
• Experience presenting business performance reviews and recommendations to senior vendor and partner stakeholders.

WHO ARE EXCLUSIVE NETWORKS?

Why work for us

We are people focused and strongly believe that talent empowers us to continue our dynasty of disruption and growth in the future. Our Mission is to drive the transition to a totally trusted digital world for all people and organizations.

We are proud to be an Equal Opportunity Employer. We are committed to the recruitment and hiring of individuals from diverse backgrounds and experiences, as we believe this strengthens our ability to develop superior solutions, make informed decisions, and better serve our valued customers. We do not discriminate against individuals on the basis of race, religion, color, national origin, gender, sexual orientation, disability status, or any similar characteristic. Employment decisions are made solely on the basis of qualifications, merit, and business need.

Please click here to review our Diversity and Inclusion Policy for further information. We care about your data: please read our Recruitment Data Protection Policy prior to applying, and therefore sharing your data with us.