Business Development Manager

This is a channel role for someone who already knows the players — the MSPs, resellers and distributors that matter — and knows how to turn those relationships into revenue.

You’ll be given a genuine build mandate across Australia: recruit new partners, activate them quickly, grow MSP revenue and take ownership of a key distributor relationship.

There’s no huge inherited book to babysit. This is about creating momentum, opening doors and building a high-performing partner ecosystem from the ground up.

What you’ll own

• Recruit and activate new resellers, MSPs and system integrators
• Build a high-performing MSP channel and get providers transacting on a multi-tenant subscription platform
• Grow SMB revenue and increase the number of active, revenue-generating partners
• Own a key Australian distributor relationship across joint planning, enablement and pipeline
• Create partner business plans and run commercially focused QBRs
• Drive customer opportunities through partners, from high-volume SMB deals through to enterprise
• Work closely with pre-sales engineering to shape competitive, technically credible solutions
• Build a clean forecast, manage your pipeline and deliver against monthly and annual targets

What you’ll bring

• 5+ years’ experience in Australian channel sales, on the vendor or distributor side
• Deep knowledge of the SMB and MSP market
• An established network across Australian resellers and MSPs
• A proven ability to recruit partners and turn them into productive, revenue-generating accounts
• Experience managing a distributor relationship
• Confidence working larger enterprise opportunities alongside partners
• Strong commercial instincts — you know how to structure a deal, protect margin and focus on opportunities that will actually move

Experience across endpoint security, EDR/XDR or MDR is a strong advantage. So is experience building an MSP practice from an early stage or strong existing distributor relationships.

Why this role stands out

• Build something — this is a growth mandate, not an account maintenance role
• Use your network — there are partners in market ready for the right conversation
• Own your territory — autonomy to decide where to focus and how to win
• Strong technical support — dedicated pre-sales engineering to help move opportunities
• A realistic ramp — commission structured to recognise the time it takes to build a productive partner base
• Move fast — the backing and resources to compete, without unnecessary layers
• Hybrid Sydney role with a centrally located CBD office
• Subsidised premium gym membership
• Generous leave policies
• Regular team events and recognition
• Modern office facilities
• Access to leading learning and development platforms

If you know the Australian MSP and reseller landscape, can open the right doors and want a role where your impact is visible, this is one worth a conversation.

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