DevRev - Partner Business Manager - ANZ
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Requirements
• 8-12 years in partner/channel sales, alliance management, or business development within enterprise SaaS or cloud platforms. • 8-12 years • Proven track record of building partner programs or scaling channel revenue in the ANZ market. • Existing relationships with SIs, consulting firms, and technology partners in Australia and New Zealand (e.g., Deloitte, Accenture, Infosys, Wipro, local/regional consultancies). • Experience working with cloud marketplaces (AWS, Azure, GCP) and co-sell motions. • Strong understanding of SaaS economics - ARR, ACV, partner margin structures, and deal registration models. • Ability to translate product value into partner-friendly messaging and enablement materials. • Comfort operating in an early-stage, high-growth environment where you'll build playbooks from scratch. • Excellent stakeholder management - internally with sales, marketing, and product teams, and externally with partner executives. • Based in Australia with willingness to travel across ANZ (and occasionally to HQ). • Background in CRM, support/ticketing, developer tools, or product management platforms. • Experience with AI/ML-driven SaaS products. • Familiarity with DevRev or competing platforms (Zendesk, Jira, Salesforce Service Cloud, Freshworks). • Prior experience at a company that scaled from $10M-$100M ARR.
Responsibilities
• Build the ANZ partner ecosystem - Identify, recruit, and onboard strategic partners including SIs, consulting firms, ISVs, and cloud alliance partners aligned to DevRev's ideal customer profile. • Build the ANZ partner ecosystem • Drive partner-sourced and partner-influenced revenue - Own pipeline targets and ARR contribution from the partner channel. Develop joint go-to-market plans with top partners. • Drive partner-sourced and partner-influenced revenue • Enable and activate partners - Deliver technical enablement, sales training, and marketing support to ensure partners can independently position, demo, and close DevRev. • Enable and activate partners • Co-sell with partners - Work alongside DevRev's direct sales team and partner sales reps to progress joint opportunities through the pipeline. • Co-sell with partners • Manage partner economics - Structure commission frameworks, deal registration, and incentive programs to motivate partner engagement. • Manage partner economics • Develop joint marketing initiatives - Collaborate with marketing to run co-branded campaigns, events, and demand generation activities in ANZ. • Develop joint marketing initiatives • Own the partner relationship lifecycle - From recruitment through onboarding, activation, and growth. Track partner health metrics and QBRs. • Own the partner relationship lifecycle • Represent the ANZ market internally - Feed regional insights on partner needs, competitive dynamics, and market opportunities back to global leadership. • Represent the ANZ market internally
Benefits
• Opportunity to build the ANZ partner function from the ground up at a category-defining company. • Competitive base + uncapped variable compensation tied to partner revenue. • Equity in a high-growth, well-funded startup. • Direct access to executive leadership and founders. • Flexible working arrangements.
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