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Channel Development Manager

Phocas Software - Melbourne, VIC

Source: uWorkin


Do you excel in building strong and positive relationships with a keen eye for identifying and maximising sales opportunities?

Proven successful experience in channel/partner management with Financial ERP partners?

About the Company

Our purpose is to make people feel good about data. Phocas Software is rated the top BI and Dashboard provider in numerous categories by SoftwareAdvice, G2, BARC and Capterra. But that only tells part of our story. We're also recognized for our company culture both from industry experts (Human Synergistics). To put it in a nut shell, we've got a great product, loyal customers and a happy team. We hire really smart people who are incredibly curious and passionate about alleviating customer's pain, but also about changing people's lives through how they do their job.

About the Role

We're seeking a suitably experienced Partner Alliance/Channel Manager to join our customer acquisition team and drive growth in our partner channel. Phocas maintains OEM, reseller and referral partnerships and to be successful in this role you will need to work collaboratively with partners to develop strategic plans that deliver revenue growth and commercially sustainable relationships. A key function of this role is also to grow brand awareness and identify, nurture and develop new partner relationships.

Core responsibilities:

  • Actively contribute to the achievement of sales and company targets through the partner network
  • Identify, recruit and onboard - new channel partners
  • Establish and manage relationships with existing channel partners in order to create new opportunities for these partners and Phocas
  • Work with marketing to develop plans that support the partner network and generate deal flow
  • Provide product and program training for Channel Partners through webinars and demonstrations of our product offerings
  • Work with partners' customer account managers to proactively identify opportunities for further growth within Partners' customer base
  • Work with partners' customer account managers to proactively identify attrition risk for Phocas products within Partners' customer base
  • Maintain and encourage effective working relationships across teams/ departments to deliver a cohesive and positive environment with a shared vision
  • Collaborate with the Phocas Sales Consultants on closing new business generated through partnerships
  • Assist in preparing Request for Proposal (RFP)/ POC
  • Regularly review and measure partners progress to ensure they remain profitable
  • Provide regular reports on KPIs and/or our Strategy
  • Keep up to date and understand competitive products and pricing strategies to ensure Phocas retain and grow market share
  • Attend and work trade shows and partner events including booths and public speaking
  • Travel to various Channel Partner offices/venues for meetings, events and trainings

This role could be based in Sydney or Melbourne


About You

  • Extensive Channel Management/ ERP Partner Sales experience is essential - financial/accounting software solutions with MYOB / SAP / Netsuite exposure would be desirable
  • Experience working in a SaaS environment as well as a demonstrated technical ability are a key requirement for success
  • You will have a proven track record of achieving results and be able to articulate your solution sales experience to influence business and operational initiatives across key accounts.
  • A bonus would be experience with partners in financial solutions or our key verticals - Wholesale Distribution, Manufacturing, Retail
  • You will have a natural energy that "gets stuff done", and be driven to achieve targets, while operating in a relaxed yet high performing culture
  • Degree qualified


Phocas isn't just loved by our customers. We also have some of the happiest employees going around! In fact, Phocas ranks #1 in G2 Crowd, has a 4.3/5 rating on Glassdoor, and in 2019 Phocas won the Culture Transformation Award from Human Synergistics in recognition of our constructive and positive culture. We recently completed a $45 capital raise and are investing in our product, people and markets to facilitate our growth and success.

We are a 2020 Circle Back Initiative Employer - we commit to respond to every applicant

Our values (Fun Fulfilling Forever) underpin everything we do and describe the experience we want our team members to have.

  • Fun / Fulfilling: Awesome culture and meaningful work!
  • Autonomy: Trusted to follow your passion and make it your own
  • Growth: Opportunity to be more - for you and the business
  • Wellness: We believe in a real work life balance and have a strong family orientated culture

To all recruitment agencies: Phocas does not accept agency resumes. Please do not forward resumes to our jobs alias, Phocas employees or any other company location. Phocas will not be responsible for any fees related to unsolicited resumes.

Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.