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About the Role
We are seeking our first Channel Business Manager for Australia and New Zealand to drive revenue growth for both Aikido and its partners by developing a strong, mutually beneficial partner ecosystem that delivers qualified pipeline, accelerates deals, and ensures consistent joint wins. This is a high-impact, builder role with the opportunity to grow into expanded responsibilities as the region scales.
Responsibilities
- Own and achieve set targets across your region and partner portfolio.
- Develop and manage a healthy portfolio of key partners that drive business both ways.
- Build and manage partner-sourced pipeline; co-own qualified opportunities with sales to close.
- Channel opportunities to partners to strengthen joint success and engagement.
- Enable and activate partners through training, joint GTM plans, and consistent execution.
- Track KPIs, deal registration, and pipeline health in CRM/PRM.
- Champion a partner-preferred, results-oriented motion that fuels predictable growth.
Requirements
- 4 years in channel sales, partner management in Cyber/AppSec, or B2B Tech SaaS sales.
- Experience working with VAR’s and distributors in CyberSec.
- Track record of building pipeline with partners in a fast-paced business.
- Skilled in joint GTM planning, partner enablement, and demand generation.
- Proficiency with PRM tools, HubSpot, and KPI reporting.
- Strong relationship builder with executive presence.
- Metrics-driven with proven success in accelerating partner-sourced revenue.
Skills
- Channel sales
- Partner management
- Cyber/AppSec
- B2B Tech SaaS sales
- Working with VAR’s and distributors in CyberSec
- Building pipeline with partners
- Joint GTM planning
- Partner enablement
- Demand generation
- PRM tools
- HubSpot
- KPI reporting
- Relationship building
- Executive presence
- Metrics-driven
- Revenue acceleration
Location
- Australia
- New Zealand
Work Type
- Full-time
Experience Level
- 4 years
Salary/Compensations
- Competitive salary package
Benefits
- High-impact position in a fast-growing company
- Competitive salary package
- A company that sticks to their values in an open and informal atmosphere
- A diverse and inclusive organization
- Flexibility in working hours
About the Company
- We’re making security suck less for developers.
- Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that.
- Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.
- We’re taking on legacy security tools teams have been stuck with, and we’re winning.
- Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead.
- We’re building toward self-securing software.
- Join an all-star team. Take real ownership. Push boundaries. Build things that matter.
Equal Opportunity
- A diverse and inclusive organization that is proud to be an equal opportunity employer.
- You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation or any disability.