Channel Business Manager ANZ

About this role

🌍 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

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.