Director, Business Development, Channel & Alliances

Objective Corporation

. Lead the business development function and build a partner ecosystem across the Information Intelligence business .

Posted 10/15/2026full-timeMelbourne • AustraliaLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading business development functions, building partner ecosystems, and driving revenue performance in B2B SaaS environments. Proven ability to develop high-performing teams and execute strategic sales initiatives while engaging with executive stakeholders.

Highest-signal resume keywords

Business Development LeadershipRevenue Performance ManagementChannel Partnerships DevelopmentEnterprise Sales MethodologiesSalesforce Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue Targets AchievementSales ForecastingPipeline DevelopmentComplex NegotiationsStrategic AlliancesPartner Propositions DevelopmentSales Effectiveness ImprovementMarket Intelligence AnalysisSales AnalyticsEnterprise Software Sales

Soft Skills

Coaching and DevelopmentCommercial AcumenExecutive-Level EngagementNegotiation CapabilitiesAmbition and Accountability

Tools & Technologies

Salesforce

Industry Keywords

B2B SaaSEnterprise SoftwareGovernment SalesPublic Sector SalesRegulated IndustriesComplex Buying EnvironmentsMEDDPICCChallenger SalesStrategic SellingPartner-Led Revenue

About the role

Key responsibilities & impact

Lead the business development function and build a partner ecosystem across the Information Intelligence business
Lead, coach and develop a high-performing business development team
Own revenue performance, sales forecasting and pipeline development
Drive strategic sales execution through complex enterprise sales cycles, negotiations and major opportunities
Use professional networks and industry relationships to identify and secure new business
Shape and execute the channel and alliances strategy
Establish and grow relationships with technology partners, system integrators and channel partners
Develop partner propositions, agreements and go-to-market initiatives
Build a scalable partner ecosystem with performance measures, enablement programs and shared growth objectives
Partner with Sales, Marketing, Product and Customer Success leaders to align commercial priorities
Bring market intelligence, competitive insights and customer perspectives into strategic decision-making
Represent Objective with senior executives, partners and industry stakeholders
Improve sales effectiveness, processes and commercial performance
Report to the VP Sales & Customer Success, Information Intelligence ANZ

Requirements

What you’ll need

Proven success leading and developing high-performing business development or enterprise sales teams within a B2B SaaS or enterprise software environment
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
Leadership style balancing ambition, accountability and investment in developing people

Benefits

Comp & perks

Equal opportunity employer
Recruitment-process adjustments or accommodations available upon request
Diverse and inclusive workplace culture
Employee engagement and high-performing culture