Job Description
About the role
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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 opportunity 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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Robust 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