This global role is responsible for supporting channel program management at Advanced Navigation through ownership of our partner programs and close collaboration with our regional sales leaders.
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What you'll do
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- Partner program design: Own the structure of how we work with partners including resellers and agents (operating model, partner value proposition, compensation / pricing framework)
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- Partner program governance: Own the processes and rules of engagement which govern how partners operate alongside of core / direct sales (e.g. territory management, deal registration, reporting, forecasting)
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- Partner acquisition : Collaborate with the regional leader and regional channel resources to source and screen prospective partners as well as undertake the end-to-end commercial negotiation and engagement process
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- Partner activation: Define and manage the partner onboarding experience, monitor partner readiness to compress time to value, define ongoing partner training and enablement needs
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- Partner enablement: Partner with internal groups including Customer Support, Sales, Product and Marketing to develop the relevant collateral, assets and tools needed to support partner business development activities
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- Partner program performance management: Centrally manage and report on partner and program level performance (pipeline generation, qualified prospect conversion, win rate, bookings), proactively manage underperforming partners
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- Program Infrastructure development: Own the partner systems (CRM/PRM) requirements and workflows, define and manage program level reporting and analytics
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- Partner relationship management: Build and maintain high quality relationships with counterparts from Advanced Navigation's largest channel partners
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Skills & Experience
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- Proven track record in developing, implementing and growing partner programs, (preferred if this includes non-English speaking markets)
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- Strong leadership skills, ideally within the context of a matrix organisation design
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- Excellent relationship-building and communication skills
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- Strong strategic thinking and analytical skills
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- 10+ years experience in channel sales and/or channel management
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- Familiarity with positioning and navigation technologies
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- Background spanning Defence and Commercial customers highly beneficial
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- MBA beneficial but not required
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📌 Channel Program Manager (New South Wales)
🏢 Advanced Navigation
📍 New South Wales
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