Head of Partnerships | APAC-first remit | AI SaaS Scale-Up in Security Industry

The quick version

• Own and scale a partner-led growth engine, not a grab-bag of alliances
• Turn a small number of strategic distributors into repeatable revenue
• Build the Distributor Operating Model as a product and competitive advantage
• Be a part of a true AI scale-up, ASX-listed and ready to rocket

Why this role exists

This business has proven technology and strong global interest. What it needs now is disciplined, repeatable growth through a small number of strategic distributors. This role exists to turn partner potential into predictable revenue, starting with Australian retail and expanding selectively from there.

What you’ll do

• Own the Distributor Operating Model end-to-end: agreements, pricing, trials, margin logic and enforcement
• Act as the authority on what’s standard vs exceptional, rewarded vs discouraged
• Personally lead senior relationships with two core global distribution partners
• Translate strategy into clear joint priorities, target verticals and repeatable deal shapes
• Run a disciplined cadence across pipeline, deal qualification and trial-to-production conversion
• Lead partner-led enterprise sales, including co-selling and deal orchestration
• Forecast and report partner pipeline and performance to the CEO
• Establish partner scorecards, KPIs and QBRs to drive accountability
• Enable partners to sell and deliver independently without direct sales substitution
• Leading existing team of BDMs with proven track record

What you’ll bring

• Proven experience building revenue through indirect or distributor-led models
• Strong commercial and contractual capability, able to negotiate end-to-end
• Comfortable operating at exec level with large, global partners
• Structurally minded: you enjoy building systems more than chasing heroic deals
• Commercial judgement to know when to lean in hard and when to protect focus
• Excellent cross-functional influence across product, marketing and delivery
• Global mindset with experience working across regions and cultures

Nice to have: background in scaling enterprise or platform technology via partners.

Team & ways of working

You’ll work closely with Product, Marketing and Delivery to ensure partners are enabled, accurate in their positioning and accountable for outcomes. The rhythm is structured and metrics-driven, with partners owning execution wherever possible. Hybrid working is supported.

Compensation & details

• Type: Permanent
• Location: Australia-based, APAC-first remit
• Work rights: Full Australian working rights required

Why it’s different

• The distributor model is treated as a product, not a side agreement
• Success is measured by partner performance, not partner count
• Clear focus on doing a few things exceptionally well before expanding

What to do next

Apply via DR Analytics Recruitment.

If this role aligns with how you think about growth, we’d like to hear from you.