Partner Development Manager

Partner Development Manager (MSP Channel) x2 roles
Location: Sydney or Melbourne Australia Hybrid (office-first with flexibility)
Languages: English
Industry: SaaS / Cybersecurity / Data Governance
Product: Cloud-based SaaS platform providing backup governance and data resilience solutions within the Microsoft ecosystem
Tech Stack (if relevant): Microsoft 365 Azure Partner Center tools (optional)

Company Profile
A well-funded and rapidly scaling SaaS company operating at the forefront of data security and governance for Microsoft-based environments. The company supports hundreds of managed service providers (MSPs) globally and continues to grow its presence in ANZ through innovative backup compliance and resilience offerings. With a collaborative and performance-driven culture the team emphasizes technical curiosity commercial ambition and long-term career growth.

Salary & Benefits
Salary Range: AUDbase OTE up $250k AUD - AUD $324000
Additional Benefits: Coaching & onboarding support growth opportunities flexible hybrid model (Sydney/Melbourne office) well-being support

Role Description
This role focuses on growing revenue through existing partner relationships (farming) while identifying cross-sell opportunities across a multi-product suite. The Partner Development Manager will drive partner enablement and expansion strategies helping MSPs increase adoption of governance and security solutions.

Team Size & Leadership Scope
Team Size: 15 (current) with 7 Partner Development Managers
Key Collaboration: Sales Marketing Enablement and Product teams

Responsibilities

• Manage and grow a portfolio of MSP partners across NSW/ACT or VIC/TAS/NZ x two roles

• Drive partner engagement enablement and revenue expansion across the full product suite - 10 products

• Identify upsell and cross-sell opportunities within partner accounts (e.g. backup governance Microsoft Copilot readiness)

• Conduct strategy sessions commercial planning and partner coaching

• Collaborate with internal teams to support onboarding training and product demos

• Proactively challenge partner assumptions and improve revenue outcomes

Requirements

Must-Haves:

• 35 years of SaaS sales experience having sold to MSPs or in channel partner environments

• Understanding of the Microsoft ecosystem and partner programs

• Proactive mindset with a technical curiosity and commercial drive

• Demonstrated ability to manage partner portfolios and grow channel revenue

• Ability to work independently and thrive in a coaching-heavy office-first hybrid environment (Sydney or Melbourne preferred)

Nice-to-Haves:

• Experience in selling backup governance or cybersecurity solutions

• Familiarity with partner management tools and Microsoft Partner Center

• Previous success in farming roles focused on revenue expansion from existing accounts

Required Experience:

Manager