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Drive revenue growth in the ANZ region by developing a mutually beneficial partner ecosystem of VARs and distributors. Responsibilities include managing partner-sourced pipelines, executing joint GTM plans, and tracking KPIs via CRM/PRM tools.
Requires at least 4 years of experience in channel sales or partner management within the Cybersecurity, AppSec, or B2B SaaS sectors. Candidates should have a proven track record of building pipelines and a strong existing network of partners.
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
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.
Secure everything, compromise nothing. Get developers back to building.
From vulnerability management to penetration testing, secure everything you build, host, and run with Aikido. Your software security HQ. Built for teams of any size, Aikido helps organizations ship secure software –trusted by Revolut, Deel, The Premier League, Tines, n8n, SoundCloud, and 50k more organizations. Aikido gets developers back to building.
Offices: Keizer Karelstraat 15, Ghent, Flemish Region 9000, BE · San Francisco, CA 94103, US · 330 N Wabash Ave, 23rd Floor, Chicago, Illinois 60611, US · 18 Crucifix Lane, Runway East - Unit 6.15, London, England SE1 3JW, GB
