渠道业务经理 ANZ
Channel Business Manager ANZ
🌍 我们正在让开发者的安全体验变得更好。
安全工具没有跟上当今软件的构建方式。它们会打断团队，减慢发布速度，并将安全变成瓶颈而不是能力。我们创建了 Aikido 来改变这一点。Aikido 创建以开发者为中心的安全产品，在不影响软件交付的情况下降低真实风险。我们专注于真正重要的事情，并自动化其余部分。
我们正在挑战团队一直被束缚的老旧安全工具，我们正在取得胜利。如果你希望帮助我们夺取市场份额并打造开发者真正喜欢使用的产品，你来对地方了。
2022 年由第三次创业的创始人创立的 Aikido 现在已有 8500 万美元资金，未来有很长的发展路径。我们正在构建自我保护的软件。加入一支全明星团队。承担真正的责任。突破边界。打造真正有意义的事物。
我们正在寻找澳大利亚和新西兰地区的首位渠道业务经理，该职位将通过建立强大且互利的合作伙伴生态系统，推动 Aikido 及其合作伙伴的收入增长，实现合格的销售线索、加速交易和持续的联合成功。这是一个高影响力的建设者角色，随着区域的发展，有机会扩展职责。
职责
- 负责并达成你在该地区和合作伙伴组合中的目标
- 开发和管理一个能双向推动业务的关键合作伙伴组合
- 建立和管理由合作伙伴提供的销售线索；与销售共同负责合格机会的成交
- 将渠道机会转交给合作伙伴，以加强联合成功和参与度
- 通过培训、联合市场计划和持续执行来赋能和激活合作伙伴
- 在 CRM/PRM 中跟踪 KPI、交易注册和销售线索健康状况
- 推动以合作伙伴优先、结果导向的策略，促进可预测的增长
要求
- 4 年以上渠道销售、合作伙伴管理（网络安全/应用安全）或 B2B 技术 SaaS 销售经验
- 具有与网络安全领域的 VAR 和分销商合作的经验
- 有与合作伙伴建立销售线索的记录，适应快节奏的业务环境
- 精通联合市场计划、合作伙伴赋能和需求生成
- 熟悉并拥有匹配合作伙伴的强大多边网络是加分项
- 熟练使用 PRM 工具、HubSpot 和 KPI 报告
- 强大的关系建立者，具备高管级别的影响力
- 以数据为导向，有加速合作伙伴驱动收入的实绩
查看英文原文
🌍 We’re making security suck less for developers.
Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.
We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.
Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.
We are seeking our first Channel Business Manager for Australia and New Zealand who will drive revenue growth for both Aikido and its partners by developing a strong, mutually beneficial partner ecosystem that delivers qualified pipeline, accelerates deals and consistent joint wins. This is a high-impact, builder role with the opportunity to grow into expanded responsibilities as the region scales.
Responsibilities
- Own and achieve set targets across your region and partner portfolio
- Develop and manage a healthy portfolio of key partners that drive business both ways
- Build and manage partner-sourced pipeline; co-own qualified opportunities with sales to close
- Channel opportunities to partners to strengthen joint success and engagement
- Enable and activate partners through training, joint GTM plans, and consistent execution
- Track KPIs, deal registration, and pipeline health in CRM/PRM
- Champion a partner-preferred, results-oriented motion that fuels predictable growth
Requirements
- 4 years in channel sales, partner management in Cyber/AppSec, or B2B Tech SaaS sales
- Experience working with VAR’s and distributors in CyberSec
- Track record of building pipeline with partners, fast-paced business
- Skilled in joint GTM planning, partner enablement, and demand generation
- Knowing your way and having a strong existing network of matching partners is a plus
- Proficiency with PRM tools, HubSpot, and KPI reporting
- Strong relationship builder with executive presence
- Metrics-driven with proven success in accelerating partner-sourced revenue
What you can expect
- High-impact position in a fast-growing company
- Competitive salary package
- A company that sticks to their values in an open and informal atmosphere (see our culture-page on the website for more details)
- A diverse and inclusive organization that is proud to be an equal opportunity employer
- Flexibility in working hours
You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation or any disability.
Originally posted on Himalayas