Partner Business Manager

🕒 4 days ago

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DevRev

WebsiteLinkedInAll Job Openings

51 - 200 employees

🤝 B2B

☁️ SaaS

💰 Seed Round on 2022-09

B2B • SaaS

DevRev is a software company that focuses on the development and integration of client-server applications. Despite the technical error message provided, the company aims to streamline operations and enhance client development experiences.

📋 Description

• Build the ANZ partner ecosystem - Identify, recruit, and onboard strategic partners including SIs, consulting firms, ISVs, and cloud alliance partners aligned to DevRev's ideal customer profile. • Drive partner-sourced and partner-influenced revenue - Own pipeline targets and ARR contribution from the partner channel. Develop joint go-to-market plans with top partners. • Enable and activate partners - Deliver technical enablement, sales training, and marketing support to ensure partners can independently position, demo, and close DevRev. • Co-sell with partners - Work alongside DevRev's direct sales team and partner sales reps to progress joint opportunities through the pipeline. • Manage partner economics - Structure commission frameworks, deal registration, and incentive programs to motivate partner engagement. • Develop joint marketing initiatives - Collaborate with marketing to run co-branded campaigns, events, and demand generation activities in ANZ. • Own the partner relationship lifecycle - From recruitment through onboarding, activation, and growth. Track partner health metrics and QBRs. • Represent the ANZ market internally - Feed regional insights on partner needs, competitive dynamics, and market opportunities back to global leadership.

🎯 Requirements

• 8-12 years in partner/channel sales, alliance management, or business development within enterprise SaaS or cloud platforms. • Proven track record of building partner programs or scaling channel revenue in the ANZ market. • Existing relationships with SIs, consulting firms, and technology partners in Australia and New Zealand (e.g., Deloitte, Accenture, Infosys, Wipro, local/regional consultancies). • Experience working with cloud marketplaces (AWS, Azure, GCP) and co-sell motions. • Strong understanding of SaaS economics - ARR, ACV, partner margin structures, and deal registration models. • Ability to translate product value into partner-friendly messaging and enablement materials. • Comfort operating in an early-stage, high-growth environment where you'll build playbooks from scratch. • Excellent stakeholder management - internally with sales, marketing, and product teams, and externally with partner executives. • Based in Australia with willingness to travel across ANZ (and occasionally to HQ).

🏖️ Benefits

• Opportunity to build the ANZ partner function from the ground up at a category-defining company. • Competitive base + uncapped variable compensation tied to partner revenue. • Equity in a high-growth, well-funded startup. • Direct access to executive leadership and founders. • Flexible working arrangements.