The Channel Development Specialist supports channel revenue growth by managing partner relationships, onboarding, training, and executing sales programs. They assist the Channel Sales team in enabling partners to promote and sell Genetec solutions successfully.
Channel Account Manager
The role:
The Channel Account Manager will support channel initiatives across the assigned territory. The person will be responsible for identifying, onboarding, and nurturing both new and existing strategic expand market reach for some key offering including SaaS, and drive revenue growth
What your day will look like:- Execute channel strategy to drive partner-led revenue growth and market expansion
- Identify and recruit new channel partners aligned to target markets and product priorities
- Conduct initial partner onboarding process, ensuring new partners are set up in CRM systems or partner portals with the correct permissions and access to tools.
- Enable partners with training, demos, and sales materials, including for SaaS and Cloudrunner
- Execute Cloud Partner Program and build a scalable onboarding program for SaaS partners
- Align cross-functional teams (sales, marketing, product) to support partner success and program execution
Channel, Technical & Solution Awareness
- Around 5 years of experience in a channel sales, partner support, sales operations, or customer-facing role within technology, security solutions, or SaaS/Cloud environments.
- Solid understanding of SaaS, cloud, and hybrid solutions, with the ability to explain value propositions clearly to both technical and non-technical partner stakeholders.
- Familiarity with physical security technologies such as access control, video surveillance, and cloud-based platforms is an advantage.
- General awareness of system integrations, migrations from legacy platforms, and device compatibility to help support partner discussions and enablement activities.
Communication & Presentation Skills
- Strong written and verbal communication skills, with experience supporting or delivering partner-facing presentations, training sessions, webinars, or workshops.
- Ability to structure information clearly, maintain engagement, and respond confidently to partner questions.
- Comfortable supporting consultative or value-based sales motions by reinforcing messaging and best practices provided by the Channel Sales team.
Partner Enablement & Coordination
- Experience assisting with partner onboarding, CRM or partner portal setup, and ensuring correct access to tools, resources, and documentation.
- Organised and detail-oriented, with the ability to support sales programs, campaigns, and ongoing channel initiatives.
- Proactive in helping partners navigate internal systems, sales enablement tools, and product catalogs.
Industry & Compliance Awareness
- Basic understanding of regional compliance and industry standards (e.g., data sovereignty, ISO standards, security best practices), with the ability to escalate or align messaging with internal experts when needed.
- Able to position compliance considerations in support of partner conversations and solution value.
Business Mindset
- Interest in business storytelling, helping translate technical capabilities into partner and customer outcomes using approved messaging, case studies, and success stories.
- Collaborative team player who works closely with APAC Channel Sales and global teams to ensure consistent partner experience.
- Opportunity to work for one of the leading IT Security providers
- Attractive compensation package
- Regional exposure
- Travel opportunities
Similar Jobs
Security • Software • Cybersecurity
The Channel Account Manager will build relationships with partners, drive sales growth, manage partnerships, and achieve revenue goals in assigned territories.
Top Skills:
Salesforce
Security • Software • Cybersecurity
The Channel Account Manager will manage reseller partnerships, drive revenue growth, build relationships with key personnel, and recruit new partners.
Top Skills:
CybersecuritySalesforce
Cloud • Security • Software • Cybersecurity • Automation
As a Customer Success Architect, you'll advise Federal Government clients on utilizing GitLab for their DevSecOps needs, ensuring adoption, retention, and satisfaction through strategic planning and hands-on engagement.
Top Skills:
Ci/CdDevsecopsGit
What you need to know about the Melbourne Tech Scene
Home to 650 biotech companies, 10 major research institutes and nine universities, Melbourne is among one of the top cities for biotech. In fact, some of the greatest medical advancements were conceptualized and developed here, including Symex Lab's "lab-on-a-chip" solution that monitors hormones to predict ovulation for conception, and Denteric's vaccine for periodontal gum disease. Yet, the thousands of people working in the city's healthtech sector are just getting started, to say nothing of the tech advancements across all other sectors.
