Partner Development Manager – GSI & Consultants

About The Role

The Partner Development Manager – GSI & Consultants is tasked with overseeing and expanding AvePoint's key Global System Integrator (GSI) and consulting partner relationships across Australia and New Zealand (ANZ). The ideal candidate brings prior experience growing these partnerships within a software vendor setting and converting practice-level connections into consistent, co-sold revenue streams.

This role manages a defined portfolio of global and local system integrators, consulting and advisory firms, engaging alliance leads, practice heads, delivery partners, and client-facing consultants. The main objective is to integrate AvePoint into partner solutions, methodologies, and client strategies, making these partners primary drivers of new sales pipeline and critical influencers on major deals.

Success metrics focus on annual contract value (ACV) and annual recurring revenue (ARR) sourced or influenced by partners. All activities such as enablement, joint solutions, governance, and deepening relationships are geared towards achieving these outcomes and are assessed on their effectiveness in doing so.

Key Responsibilities

• Forge and nurture relationships with strategic GSI, consulting, and advisory partners to boost revenue generated or influenced through partners.
• Serve as the liaison between AvePoint and partner teams to align goals, maintain momentum, and ensure smooth execution of collaborative opportunities.
• Become the designated contact point for assigned partners, supporting daily interactions, opportunity advancement, and relationship stewardship.
• Design and implement joint partner strategies aimed at expanding sales pipeline, enhancing partner engagement, and driving mutual business objectives.
• Work in close coordination with AvePoint’s sales, solutions engineering, marketing, and customer success teams to identify, develop, and close partner-led opportunities.
• Empower partners to confidently represent AvePoint products, participate in co-sale efforts, and discover customer scenarios where AvePoint’s solutions provide value.
• Assist in creating joint offerings, assessments, and solution frameworks that align AvePoint’s capabilities with partner services and customer transformation goals.
• Build advocacy within partner organizations to encourage active consideration and recommendation of AvePoint during relevant customer discussions.

Candidate Profile

AvePoint values individuals who demonstrate agility, enthusiasm, and strong team collaboration. We seek candidates ready to bring innovative ideas, embrace learning opportunities, and advance their career while delivering value to customers, partners, and the team.

Essential Qualifications and Experience

• Proven track record within a software or SaaS vendor context managing relationships with GSIs, consulting alliances, or strategic partners, with demonstrated commercial results.
• At least five years’ experience in channel sales, alliances, partner management, or similar roles with accountability for pipeline and revenue outcomes driven or influenced through partners.
• Familiarity with identifying and advancing partner-led opportunities through structured engagement, enablement, and co-selling processes.
• Comprehensive knowledge of partner business models including referral, influence, resell, and service-based approaches, understanding how partner economics affect decisions.
• Experience facilitating partner enablement, joint go-to-market strategies, pipeline growth, and progression of opportunities.
• Proficiency using CRM software to track partner information, pipeline visibility, forecasting, and opportunity management.
• Experience collaborating within or adjacent to the Microsoft ecosystem, including knowledge of co-selling programs and partner-originated deals.
• Strong abilities in stakeholder management, coordinating cross-functional teams from sales, technical, marketing, and partners to reach business goals.

Preferred Qualifications

• Existing connections within the ANZ GSI and consulting sectors.
• Exposure to domains like data governance, security, resilience, or information management solutions.
• Experience supporting large-scale tenders, panel arrangements, RFx responses, or long-term transformation projects conducted via partners.

Employee Benefits

• Competitive salary aligned with market standards.
• Career development prospects and opportunities for mobility within AvePoint’s global operations covering North America, EMEA, and APAC regions.
• Work-life balance maintained through a hybrid model requiring three days per week onsite at the Melbourne office.
• Generous paid time off including specific AvePoint holidays: Birthday Day, Family Day, Holiday Half Day, Community Outreach Half Day.
• Private health insurance coverage.
• Reimbursement for mobile phone plans.
• Tuition reimbursement programs.
• Recognition awards such as Dedication Awards.
• Employee referral incentive programs.
• Novated leasing options.

Diversity and Inclusion

AvePoint is committed to hiring from a broad range of backgrounds, experiences, and identities. We believe diversity and inclusion drive our success and form the foundation for our hiring, communication, and collaboration efforts. We foster an environment where all employees can be authentic and feel welcomed, aligning our workforce with the diversity of our customers and communities.

Privacy Notice

All personal information provided during the application process will be handled confidentially in accordance with applicable data privacy laws and our company privacy policies.