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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
- Accelerating partner-sourced revenue
Location
- Australia
- New Zealand
Work Type
- Full-time
Experience Level
- 4 years experience
Benefits
- Top-tier tech pay and equity
- 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. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.
- 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
- We hire for talent, drive, and potential. Everything else is noise.