At Objective, we're looking for a Director, Business Development, Channels & Alliances to lead our business development function and build a thriving partner ecosystem across our Information Intelligence business. This is an opportunity to take ownership of a critical growth function, influence our go-to-market strategy and play a pivotal role in expanding our presence across government and regulated industries.
Responsibilities
Lead, coach and develop a high-performing business development team, creating a culture of accountability, collaboration and commercial success; Own revenue performance, sales forecasting and pipeline development, ensuring the team is positioned to achieve both immediate and long-term growth targets; Drive strategic sales execution, supporting your team through complex enterprise sales cycles, negotiations and major opportunities; Leverage your own network and industry relationships to identify, influence and secure new business; Shape and execute a channel and alliances strategy that expands Objective's market reach and creates sustainable revenue opportunities; Identify, establish and grow relationships with strategic technology partners, system integrators and other channel partners; Develop commercially compelling partner propositions, agreements and go-to-market initiatives; Build a scalable partner ecosystem with clear performance measures, enablement programs and shared growth objectives; Partner with senior leaders across Sales, Marketing, Product and Customer Success to align commercial priorities and accelerate market opportunities; Bring market intelligence, competitive insights and customer perspectives into strategic decision-making; Represent Objective with senior executives, partners and industry stakeholders, strengthening our market position and brand; Champion continuous improvement in sales effectiveness, processes and commercial performance
Requirements
Proven success leading and developing high-performing business development or enterprise sales teams within a B2B SaaS or enterprise software environment; A strong track record of achieving revenue targets, building healthy pipelines and closing complex, high-value deals; Demonstrated experience developing channel partnerships, strategic alliances or partner-led revenue opportunities; Experience selling into government, public sector or highly regulated industries, with an understanding of complex buying environments; Strong commercial acumen, executive-level stakeholder engagement and negotiation capabilities; Experience applying structured enterprise sales methodologies such as MEDDPICC, Challenger or Strategic Selling; Confidence using Salesforce and sales analytics to drive performance, forecast accurately and make informed decisions; A leadership style that balances ambition, accountability and genuine investment in developing people
Nice to have
Experience developing channel partnerships, strategic alliances or partner-led revenue opportunities; Experience selling into government, public sector or highly regulated industries
Australia · Melbourne
