Channel / Partner Manager

Brisbane, QLD /
Sales & Customer Success /
Full-time
About Emesent
Emesent has built a reputation for delivery of cutting edge and impactful technology. Emesent develops, manufactures and delivers leading solutions that automate the collection and analysis of data for the mining, infrastructure and survey & mapping industries. With an extensive list of global distributors, our B2B solution includes hardware, software and services.

Starting from a humble vision in  Brisbane, Australia, with deep connections to Australia's globally recognised CSIRO,  and building to a mid-sized global organisation in just 12 months, our growth speaks for itself.

At Emesent we pride ourselves on the way our people operate. Our global talent are a cut above the rest who are at the top of their game, thriving in a collaborative environment. The work culture here is inclusive with the perfect balance of delivering results and pushing the boundaries all whilst having a little fun!

Job Description
This role presents a great opportunity for an pro-active Channel / Partnership Manager with high-growth business experience. In this role, you will be an essential member of the Emesent Sales team. You will play a critical role in supporting the expansion and development of ‘sell through’ channels globally.
Working in collaboration with Marketing, Business Development Managers, Customer Success and Emesent Leadership your primary objective is to increase the unit sales of Emesent products and drive the sales reach, integrity and effectiveness of Emesent's partner network.

Salary $100,000 - $125,000 + ESOP + incentives + super

Responsibilities

    • Identify, recruit and build deep lasting relationships with key strategic channel partners within assigned territory.
    • Coordinate with partners to create and execute business plans to meet sales goals.
    • Manage sales activities of partners to generate revenue. 
    • Report partner performance in line with Emesent sales methodology.
    • Analyse market trends and accordingly develop sales plans to increase brand awareness.
    • Evaluate partner sales performance and recommend improvements.
    • Educate partners about product portfolio and complimentary services offered.
    • Address partner related issues, sales conflicts and pricing issues in a timely manner.
    • Manage sales pipeline, forecast monthly sales and identify new business opportunities.
    • Work with Sales teams to develop positive working relationship with partners that builds business.
    • Stay current with latest developments in marketplace and competitor activities.
    • Communicate up-to-date information about new products and enhancements to partners.
    • Develop process improvements to optimize partner business development activities.
    • Work with Sales teams and partners to develop proposals, quotations and pricing where appropriate.
    • Deliver customer presentations and attend sales meetings and partner conferences.
    • Assist in partner marketing activities such as tradeshows, campaigns and other promotional activities.
    • Work with Emesent Leadership and Sales teams to identify new partners and support shaping/negotiating contract terms.
    • Build enablement material in line with Emesent sales methodology to improve partner performance/effectiveness and to ensure consistency to brand messaging.

Essential

    • 5+ years sales or business development experience, ideally within a high growth SaaS business.
    • Reseller or Distributor experience with an understanding of managing a channel strategy.
    • Strong negotiation and sales management skills.
    • Proven track record of success: working through others; and/or ‘sell through’ experience.
    • Proven experience in hunting for new business and onboarding new partners.
    • Highly self-motivated, results driven, with a hunter mentality.
    • Eager to learn and ability to thrive in a scale-up team environment.
    • Ability to understand and effectively communicate all product value propositions to customers and partners. 
    • Demonstrated success in achieving and exceeding assigned targets.
    • Experience is supporting the development of sales enablement collaterals, sales kits or playbooks.

Desirable

    • Successful experience in high growth technology sales into mining or infrastructure, or other relevant industry.

Benefits

    • Competitive remuneration package including superannuation.
    • Participation in employee share option scheme (Equity).
    • Work with a friendly and passionate team on cutting edge technology.
    • Genuine learning and development opportunities.
    • Four weeks annual leave.
    • Flexible work hours.
    • Great work environment and facilities.
    • Coffee and beverages, fresh fruit and other snacks provided
Emesent embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.

Be a part of a dynamic company that values its people and delivering revolutionising technological solutions.