Partner Development Manager

About the role

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: AUD 150,000 – 195,000 base + OTE up $250k AUD -  AUD $324,000
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:

3–5+ 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