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About the Role

We are seeking a commercially astute, self-starting Director to establish and lead the go-to-market strategy for our technology alliances, including CrowdStrike and Microsoft. This dedicated alliances and customer success role involves transforming partnerships into market activity, pipeline, and won work, while ensuring successful delivery. You will define our go-to-market approach for alliances, focusing on client delivery using these platforms, reselling technology, and identifying managed services opportunities. The role requires collaboration with global teams and ownership of local partner relationships.

Responsibilities

Establish and lead the go-to-market for technology alliances, including CrowdStrike and Microsoft.
Build and own the alliance strategy, covering partner onboarding, joint value propositions, and ongoing relationship management.
Drive market activity with alliance partners, including joint campaigns, events, account planning, and co-selling to build pipeline.
Win work by leading and supporting pursuits, shaping proposals, and pricing complex deals involving services, technology, and managed services.
Set up the commercial and operating model for resell, including distribution, channel relationships, margins, deal registration, and partner program requirements.
Identify and develop managed services opportunities to grow recurring revenue across the alliance portfolio.
Act as the customer success lead for alliances, ensuring successful delivery, client value realization, and relationship growth.
Collaborate with US and global teams to manage global alliance partnerships and align local activity with global strategy.
Own the strategy and day-to-day management of local alliance partners across offensive security, detect and respond, cyber advisory, and AI-enabled delivery.
Track and report alliance performance, including pipeline, wins, revenue, and partner accreditations.
Build internal awareness to enable positioning, selling, and delivery alongside alliance partners.

Requirements

Experience in technology alliances, channel, or partner management, ideally in cyber, with a track record of strong commercial results.
Sharp commercial acumen in a professional services environment, including the ability to structure and price complex deals.
Deep understanding of the technology channel, including distribution, resell, and co-sell relationships.
Established relationships with key cyber technology vendors, ideally including CrowdStrike and Microsoft.
Strong network and reputation for closing deals.
Proven ability to build pipeline and win work, turning partnerships into revenue.
Customer success or relationship management experience, focusing on delivery and value.
Experience working across global organizations or global alliance programs.
Confidence working with and influencing senior stakeholders, including partners, client executives, and vendor leadership.
Ability to explain the importance of cyber and technology to non-technical audiences.
Comfort working collaboratively within a team.
Australian citizenship or permanent residency.
Willingness to travel for client and partner work.

Skills

Technology alliances
Channel management
Partner management
Cybersecurity
Commercial acumen
Deal structuring
Deal pricing
Technology channel operations
Distribution
Resell
Co-sell
Vendor relationship management
Pipeline building
Revenue generation
Customer success
Relationship management
Global alliance programs
Stakeholder management
Communication
Teamwork
Managed services
Recurring revenue models
Vendor partner programs
Marketplaces
Incentive structures
Vendor sales accreditations
Alliance accreditations

Location

Hybrid

Work Type

Full-time
Permanent
Hybrid

Experience Level

Director

Benefits

Excellent career progression
Professional development support
9-day fortnight with no salary reduction
Flexible working options
Fully funded gym membership
Mental health support
Financial and wellbeing coaching

About the Company

Grant Thornton Australia is a leading professional services firm providing audit, tax, and advisory services.
Our culture is committed to clients, people, and communities, aiming to 'Reach for Remarkable' through expertise, principled execution, and personalized experience.
We support over 1,500 professionals across six Australian offices and a global network in over 150 markets.
We offer challenging and rewarding opportunities, fostering confidence and capabilities.
We provide support, motivation, and inspiration from passionate collaborators and leaders.
We empower individuals to build tailored career paths and make a meaningful difference.
We ensure delivered excellence and impact are seen, felt, and celebrated.

Equal Opportunity

We are committed to ensuring our recruitment process is inclusive and accessible.
We encourage applications from individuals from diverse backgrounds including Aboriginal and/or Torres Strait Islanders, those in the LGBTQI+ community, and individuals who identify as having disability or are neurodivergent.
Recruitment support information and details about Diversity, Equity, and Inclusion at Grant Thornton are available.
Contact the Talent Acquisition team at gttalentscouts@au.gt.com for questions or to request adaptations or additional support for the application or recruitment process.