Director, Channel & Partnerships
•Prove· 5h
💼 Sales⏰ Full-time👔 Executive💰 $165k-180k🇺🇸 New York, USA
5h ago
Megaport·about 8 hours ago
Reporting to the Vice President of Sales, Asia Pacific. This role is pivotal in driving revenue through the recruitment, activation and engagement of new and existing MSP, SI and DCO partners. As Channel Director, you will be responsible for driving sustainable revenue growth through strategic partnerships, market expansion and executive engagement across the AU and NZ market. The Channel Director develops and executes initiatives by identifying high-potential partners, accelerating their onboarding, and guiding them through the partner lifecycle from initial engagement to activation and long-term revenue generation.
Identify and assess new channel segments, partnership models and market entry opportunities within ANZ, making recommendations to APAC sales leadership on channel investment prioritisation, partner tier structures, and the long-term shape of the Megaport partner ecosystem in the region.
Design the overarching ANZ channel enablement framework and partner governance structures, including entry criteria, commercial terms, performance thresholds, and escalation or exit frameworks for underperforming partners.
Partner with Megaport’s local Hybrid Sales Pods to shape Go-to-Market strategies that will drive the recruitment of new partners in their region and accelerate their progression through the partner lifecycle from onboarding to enablement to activation and expansion.
Optimise and scale the solution sales process to improve efficiency, drive customer adoption, and support scalable growth through the channel.
Formulate and drive executive-level sponsorship within target partners, lead commercial negotiations with partners to establish strategic joint go-to-market agreements, and use these to cultivate strategic alliances with sellers in named channel accounts to drive partner-sourced opportunities and pipeline growth.
Oversee and manage ANZ Channel performance including partner sales volume and revenue, shared program and agreement governance, and the selection and prioritisation of Megaport’s partner ecosystem to ensure long-term profitability and regional performance.
Ensure, where practical, Megaport solutions are productised and remuneration plans relating to Megaport products are clearly defined for channel sellers in your accounts.
Execute targeted channel campaigns in collaboration with channel partners to ensure alignment of long-term partner capabilities with Megaport’s strategic Channel roadmap, including the promotion of Megaport’s latest products, solution offerings, and use cases to educate, train, and equip partner sellers for success.
Represent ANZ channel interests within Megaport’s global channel leadership forums, ensuring regional strategy is aligned with and contributes to global channel priorities.
Represent Megaport at key partner events, acting as an integral link to our Hybrid Sales Pods & Channel partners to strengthen presence, visibility and engagement.
8+ years of experience in senior sales leadership experience working with MSP and SI’s, with a background in telecommunications, networking, cloud, or IT services sales within the Channel.
Experience in contributing to the development of a channel GTM strategy and building out and leading a team to execute that strategy.
Demonstrated success in recruiting, enabling, and scaling partner ecosystems. Experience with SI’s an advantage.
Deep understanding of the channel landscape in both the Australia and New Zealand markets, with established relationships with leadership in key partner organisations.
Drive cross-functional alignment with multiple business units, partners and solution teams.
Demonstrated history of driving revenue expansion and consistently outperforming commercial targets and strategic KPIs.
High-level commercial autonomy with a proven record of managing complex, high-value channel relationships, regional revenue and risk forecasting, and operating independently within global reporting structures.
Entrepreneurial mindset; flexible and adaptable.
Comfortable operating independently within a globally distributed organisational structure.
Willingness and capability to travel across the ANZ region for strategic partner meetings, enablement sessions, and key industry events (anticipate that up to 50% of your working time will be spent travelling).
Generous leave plans – including, parental leave, birthday leave, and a purchased annual leave program
Health and wellness support – through a wellness allowance and employee wellbeing initiatives
Comprehensive learning support – generous study and training allowance plus paid study leave
Creative, modern workspaces – designed to inspire when you're not working remotely, plus access to coworking spaces via our global WeWork membership if you work remotely, but like to get out of the house sometimes
Motivated, inclusive team – work alongside industry experts and fresh talent
Recognition programs – celebrate achievements with our Legend and Kudos award