Partner Sales Manager/Director

recordpoint· Sales
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📍 Melbourne, VIC, Australia📍 Sydney, NSW, AustraliaFull Time Flexible location

About this role

RecordPoint is a data and information lifecycle management SaaS product designed to give highly-regulated organizations a competitive edge through safer, more secure, and better-managed data. We're a disruptor in our industry, set apart from competitors by our cutting edge technology and innovation-first mindset. 
 
Our global customer list includes top-tier brands and government agencies like the City of New York, Westpac, National Australia Bank (NAB), Australian Prudential Regulation Authority (APRA), Security Benefit, Cupertino Electric, Australian Securities & Investments Commission (ASIC), Transport for NSW, Ausgrid, and Pacific Gas & Electric (PG&E).  
 
But there's more to us than the what we do — like the who behind it all. Team RecordPoint is made up of 130+ tech-driven professionals at the top of their respective fields. Together, we foster a supportive, collaborative and transparent environment, collectively working toward the singular goal of continuously doing better.  
 
 

About the Opportunity

RecordPoint's growth depends on reaching regulated buyers through the partners they already trust. The Partner Sales Director, Southern Region is how we build that reach. You own the recruitment, activation, and performance of RecordPoint's channel partners across the Southern region, turning a partner ecosystem into a reliable second engine of pipeline and revenue alongside our direct sales team.

This is an outcomes role, defined by the revenue partners source and the coverage they sustain, not by activity. You will be accountable for partners contributing 30% of the region’s quota through partner-sourced deals, held against a rolling 5x pipeline coverage model. It is also a hands-on, quota-carrying role: you will co-sell directly alongside partners, including jointly presenting RecordPoint’s solutions to prospective customers.

Reporting to the APAC Sales Director, you will work shoulder to shoulder with direct sales, marketing, and partner operations, and you will be the trusted face of RecordPoint to partners across the region.

You will thrive here if you are a self-starter who builds durable partner relationships, holds forecasting discipline, and is comfortable influencing without direct authority in a fast-growing SaaS environment.

RecordPoint is committed to building a diverse and inclusive team. We encourage applications from candidates of all backgrounds, including those from underrepresented groups in the technology industry.

Key Responsibilities 

     

    Partner Recruitment & Ecosystem Growth 

    • Identify, recruit, and onboard new channel partners (resellers, referral partners, and strategic alliances) across the Southern region, aligned to RecordPoint's ideal partner profile. 

    • Build and maintain a healthy pipeline of prospective partners to ensure sustained ecosystem growth and regional coverage. 

    • Guide new partners through RecordPoint's onboarding journey, including enablement, certification, and deal registration. 

    Co-Selling & Partner-Led Pipeline 

    • Drive and orchestrate co-selling motions between channel partners and RecordPoint's direct sales team, ensuring clear account mapping, deal registration discipline, and minimal channel conflict. 

    • Co-sell directly with partners, including joint discovery calls, solution demonstrations, and executive presentations, jointly presenting RecordPoint's solutions to prospective customers. 

    • Design and execute partner-led sales motions and joint marketing campaigns that generate qualified, partner-sourced pipeline. 

    • Partner with marketing to plan and deploy campaigns (including MDF-funded activity) that support regional pipeline generation goals. 

    Quota, Pipeline & Forecasting 

    • Own and deliver the region's partner-sourced revenue target, ensuring partners contribute 30% of the region's total quota through partner-sourced deals. 

    • Build and maintain a rolling 5x pipeline coverage model against the partner-sourced quota, proactively closing coverage gaps through partner activity and campaign planning. 

    • Maintain accurate, disciplined forecasting and pipeline reporting for all partner-sourced and partner-influenced business. 

    • Report regularly to sales and channel leadership on partner-sourced pipeline, coverage, and quota attainment. 

    Partner Enablement & Relationship Management 

    • Ensure partners are equipped with the training, certifications, and sales tools needed to sell and position RecordPoint confidently. 

    • Develop and execute joint business plans with top partners, covering targets, enablement milestones, and MDF utilisation. 

    • Act as the primary point of contact and trusted advisor for partners across the Southern region, building durable, high-trust relationships. 

    Cross-Functional Collaboration 

    • Work closely with direct sales, marketing, and partner operations to align territory plans and ensure a consistent, high-quality partner experience. 

    • Escalate and resolve channel conflict in a way that protects both partner and direct relationships. 

    Key Performance Metrics 

    • Partners contribute 30% of the Southern region's quota through partner-sourced deals. 

    • Rolling 5x pipeline coverage maintained against the partner-sourced quota. 

    • Number of new partners recruited, onboarded, and activated in the region. 

    • Volume and quality of partner-sourced pipeline generated through partner-led motions and campaigns. 

    • Co-sell engagement rate and win rate on jointly worked opportunities. 

Qualifications & Experience

     

    • 8+ years of B2B SaaS sales experience, including 4+ years in a partner, channel, or alliances sales leadership role. 

    • Proven track record of building and scaling partner-sourced pipeline and revenue within an enterprise software business. 

    • Demonstrated success recruiting and onboarding new channel partners, including resellers, referral partners, and strategic alliances. 

    • Hands-on experience co-selling with partners, including jointly presenting to enterprise or government buyers. 

    • Experience selling into regulated industries such as government, financial services, or critical infrastructure is highly regarded. 

    • Strong working knowledge of partner program mechanics, including tiering, deal registration, MDF, and partner enablement. 

    • Excellent executive presence, communication, and joint-presentation skills. 

    • Willingness and ability to travel across the Southern region as required. 

    Skills & Competencies 

    • Relationship building and partner management. 

    • Strategic account and territory planning. 

    • Disciplined sales forecasting and pipeline management. 

    • Collaborative, cross-functional mindset with the ability to influence without direct authority. 

    • Self-starter, comfortable operating with autonomy in a fast-growing SaaS environment. 

Know more:
By checking us out on all the usual platforms, and especially our About Us https://www.recordpoint.com/about
 
How to apply:
Click the 'apply now' button send us your CV.
RecordPoint is an equal opportunities employer.
We offer a fast-paced, dedicated and enjoyable environment, working with some of the best people in the industry.
If you want to know what to expect from a RecordPoint application process, read more here: https://www.recordpoint.com/careers
 
No recruiters please, we've got this one covered.
You will need to pass a police background check to be eligible for employment at RecordPoint.

Frequently Asked Questions

Is the salary disclosed for the Partner Sales Manager/Director position at recordpoint?
The salary for this Partner Sales Manager/Director role at recordpoint is not publicly listed. Click "Apply Now" to learn more about the compensation package on their official careers page.
Where is the Partner Sales Manager/Director position at recordpoint located?
This Partner Sales Manager/Director role at recordpoint is based in Melbourne, VIC, Australia, Sydney, NSW, Australia. The position is listed as on-site or hybrid. Check the full job description or apply directly to confirm the work arrangement.
Is the Partner Sales Manager/Director role at recordpoint full-time or part-time?
This is listed as a Full Time Flexible location position. It is posted as a Partner Sales Manager/Director role in the Sales department at recordpoint.
Which team or department does the Partner Sales Manager/Director at recordpoint belong to?
This Partner Sales Manager/Director position is part of the Sales department at recordpoint. See the full job description for more information about the team structure and responsibilities.
How do I apply for the Partner Sales Manager/Director position at recordpoint?
Click the "Apply Now" button on this page. You will be redirected to recordpoint's official application portal hosted on lever where you can submit your application directly.
When was the Partner Sales Manager/Director job at recordpoint posted?
This Partner Sales Manager/Director position at recordpoint was posted on Aug 31, 2026. Apply as soon as possible — early applications are often reviewed first.
Partner Sales Manager/Director
recordpoint
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