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
