Channel Director - ANZ
On-siteSydney, New South Wales, Australia or Melbourne, Victoria, Australia
Job Summary
Define and execute the end-to-end go-to-market strategy for ANZ Channel in partnership with APAC leadership, including establishing corporate partnership frameworks, revenue sharing models, and commercial and strategic alignment across Tier-1 partners. Design and deliver tailored enablement programs that educate and empower partners on Megaport's solutions, tools, and value proposition, driving partner capability and revenue growth. 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. Optimize 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,
Required Qualifications
- Located on the East Coast of Australia
- 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
- 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)
Desired Qualifications
- Experience with SI's an advantage
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