Partner Development Manager – GSI & Consultants

<p><strong><span data-contrast="none">About the role:</span></strong><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <p><span data-contrast="none">The Partner Development Manager – GSI &amp; Consultants is responsible for managing and growing our largest GSI and Consulting partners across ANZ. It is a role for someone who has already built and monetised GSI and consulting partnerships inside a software vendor, and who can convert practice-level relationships into repeatable, co-sold revenue.</span><strong><span data-contrast="none"> </span></strong><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <p><span data-contrast="none">You will hold a named portfolio of global and national system integrators, management and technology consultancies and advisory firms, engaging alliance leads, practice leaders, delivery partners and their client-facing consultants. The objective is singular: embed AvePoint into partner solutions, delivery methodologies and client roadmaps so those partners become a primary source of new pipeline and a durable influence on our largest deals.</span><strong><span data-contrast="none"> </span></strong><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <p><span data-contrast="none">Performance is measured on partner sourced and partner influenced ACV and ARR. Every other element of the role – enablement, joint solutions, governance and relationship depth – exists to produce that outcome and is judged on whether it does.</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <p><strong><span data-contrast="none">What your day to day will look like:</span></strong><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <ul> <li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="none">Building and growing relationships with key GSI, consulting and advisory partners to drive partner-sourced and partner-influenced revenue.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><span data-contrast="none">Acting as the conduit between AvePoint and partner teams to ensure alignment, momentum and successful execution of joint opportunities.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="3" data-aria-level="1"><span data-contrast="none">Establishing yourself as the primary point of contact for assigned partners, supporting day-to-day engagement, opportunity progression and relationship management.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="4" data-aria-level="1"><span data-contrast="none">Creating and executing joint partner plans that drive pipeline growth, partner engagement and mutual business outcomes.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="5" data-aria-level="1"><span data-contrast="none">Working closely with AvePoint sales, solution engineering, marketing and customer success teams to identify, progress and close partner-led opportunities.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="6" data-aria-level="1"><span data-contrast="none">Enabling partners to confidently position AvePoint solutions, participate in co-sell opportunities and identify customer use cases where AvePoint can add value.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="7" data-aria-level="1"><span data-contrast="none">Supporting the development of joint offerings, assessments and solution plays that align AvePoint capabilities to partner services and customer transformation initiatives.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="14" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="8" data-aria-level="1"><span data-contrast="none">Building advocacy within partner organisations so AvePoint is actively considered and recommended in relevant customer conversations.</span>&nbsp;<br><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <p><strong><span data-contrast="none">What you will bring to the team:</span></strong><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <p><span data-contrast="none">We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <p><span data-contrast="none">Essential:</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="none">Proven experience within a software or SaaS vendor environment managing GSI, consulting, alliance or strategic partner relationships, with evidence of commercial outcomes delivered through those partnerships.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><span data-contrast="none">5+ years' experience in channel sales, alliances, partner development or a related commercial role, with accountability for partner-sourced or partner-influenced pipeline and revenue outcomes.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="3" data-aria-level="1"><span data-contrast="none">Experience identifying, developing and progressing partner-led opportunities through structured engagement, enablement and co-sell motions.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="4" data-aria-level="1"><span data-contrast="none">Sound understanding of partner business models, including referral, influence, resell and services-led opportunities, and how partner economics influence decision making.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="5" data-aria-level="1"><span data-contrast="none">Experience supporting partner enablement, joint go-to-market activities, pipeline generation and opportunity progression.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="6" data-aria-level="1"><span data-contrast="none">Experience using CRM systems to maintain partner, pipeline and forecast visibility, and to manage opportunity progression and partner attribution.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="7" data-aria-level="1"><span data-contrast="none">Experience working within or adjacent to the Microsoft ecosystem, including co-sell motions and partner-led opportunities.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="8" data-aria-level="1"><span data-contrast="none">Strong stakeholder management skills, with experience coordinating internal sales, technical, marketing and partner teams to deliver outcomes.</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <p><span data-contrast="none">Desirable:</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <ul> <li data-leveltext="" data-font="Symbol" data-listid="13" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="none">Existing relationships across the ANZ GSI and consulting landscape.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="9" data-aria-level="1"><span data-contrast="none">Exposure to data governance, security, resilience or information management solution areas.&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="" data-font="Symbol" data-listid="12" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="10" data-aria-level="1"><span data-contrast="none">Experience supporting large tenders, panel engagements, RFx responses or multi-year transformation programs delivered through a partner.</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <p><strong><span data-contrast="none"><br>Benefits we offer:</span></strong><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="0" data-aria-level="1"><span data-contrast="none">Competitive market-based compensation&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1"><span data-contrast="none">Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><span data-contrast="none">Work life balance through hybrid working model of 3 days a week in office</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="3" data-aria-level="1"><span data-contrast="none">Generous PTO allowance incl. specific AvePoint Holidays (Birthday Day, Family Day, Holiday Half Day, Community Outreach Half Day)</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="4" data-aria-level="1"><span data-contrast="none">Private Health Insurance</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="5" data-aria-level="1"><span data-contrast="none">Mobile Phone Plan Reimbursement&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="6" data-aria-level="1"><span data-contrast="none">Tuition Reimbursement&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="7" data-aria-level="1"><span data-contrast="none">Dedication Awards</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="8" data-aria-level="1"><span data-contrast="none">Employee Referral Program&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <ul> <li data-leveltext="•" data-font="Open Sans" data-listid="11" data-list-defn-props="{"335551671":0,"335552541":1,"335559685":1080,"335559991":720,"469769226":"Open Sans","469769242":[8226],"469777803":"left","469777804":"•","469777815":"hybridMultilevel"}" data-aria-posinset="9" data-aria-level="1"><span data-contrast="none">Novated Leasing</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></li> </ul> <p><span data-contrast="none">AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.&nbsp;&nbsp;</span><span data-ccp-props="{"201341983":1,"335559739":200,"335559740":340}">&nbsp;</span></p><div class="content-conclusion"><p><span data-teams="true"><span class="ui-provider a b c d e f g h i j k l m n o p q r s t u v w x y z ab ac ae af ag ah ai aj ak">Any personal data you share with us during the application process will be processed strictly in compliance with applicable data protection laws and our <a id="menur12n" class="fui-Link ___1q1shib f2hkw1w f3rmtva f1ewtqcl fyind8e f1k6fduh f1w7gpdv fk6fouc fjoy568 figsok6 f1s184ao f1mk8lai fnbmjn9 f1o700av f13mvf36 f1cmlufx f9n3di6 f1ids18y f1tx3yz7 f1deo86v f1eh06m1 f1iescvh fhgqx19 f1olyrje f1p93eir f1nev41a f1h8hb77 f1lqvz6u f10aw75t fsle3fq f17ae5zn" href="https://www.avepoint.com/company/privacy-notice" target="_blank">Privacy Notice</a>.</span></span></p></div>