At SOTI, we are committed to delivering best-in-class mobile and IoT device management solutions. We are looking for out-of-the-box thinkers who appreciate the art of creating great software. To us, being visionary is more important than doing things the way they've always been done.
Requirements
What's in it for you?
The People - From our humble origins in our founder's basement, to our industry-leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasises personal growth, continuous innovation and fun.
The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!
What you will do -
Channel Strategy & Growth
Develop and execute an APAC wide channel strategy to grow partner-led pipeline, revenue, and market presence, with a focus on high-impact strategic partners.
Drive annual regional growth targets of 30%+ year over year through a scalable, repeatable channel model.
Identify, onboard, and establish new strategic partners while strengthening and expanding existing partner relationships.
Create and execute partner go to market (GTM) plans that enable effective sell-to and sell-through motions.
Create and execute OEM go to market (GTM) plans that enable effective sell-to and sell-through motions.
Partner Programs & Enablement
Execute and continuously optimise partner programs to maximise pipeline generation, revenue contribution, and partner engagement.
Enable partners through training, sales engagement, certification programs, and ongoing education on device management, security, and the SOTI ONE platform.
Track and manage partner performance across key metrics including: Pipeline generation; Revenue contribution by partner tier; Certification and training completion; Joint customer engagements and opportunities.
Enterprise Sales & Deal Leadership
Lead large, complex enterprise opportunities through the channel, including commercial and legal negotiations in collaboration with Procurement, Legal, Finance, and Sales teams.
Leverage executive and C-level relationships to position SOTI competitively and win against key competitors.
Partner closely with pre-sales teams (internal and partner) and customer technical leads to build business cases, define migration strategies, and support technical implementations.
Ensure strong channel support for complex enterprise deployments and transformation initiatives.
Cross-Functional Collaboration
Work closely with Regional Sales Directors and the whole Sales Team, Sales Engineering and Marketing to translate business objectives into effective partner-driven GTM execution.
Identify and validate product integration opportunities with strategic partners, engaging internal product teams to strengthen SOTI's competitive differentiation.
Align with Marketing to drive joint initiatives such as webinars, blogs, roundtables, and regional events.
Collaborate with Account Managers, Inside Sales, and other stakeholders to ensure a unified and consistent partner strategy across APAC.
Leadership & Team Development
Lead, coach, and mentor a team of direct reports.
Recruit and develop talent to address capability gaps and support succession planning across the region and globally.
Play a key leadership role within the broader Business Development organisation, modelling SOTI's cultural values a
Benefits
Vision insurance
Additional Information
SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.
Job Title : Director, Channel Sales
Location: Melbourne, Australia
Soti · Mulgrave, Vic Australia