Job Description

SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

Job Title Director, Channel Sales

Location: Melbourne, Australia

Who We Are

At SOTI, we are committed to delivering best-in-class mobile and IoT device management solutions. We are looking for out-of-the-box thinkers who appreciate the art of creating great software. To us, being visionary is more important than doing things the way they’ve always been done.

What we are looking for

SOTI's growth and success are driven by a commitment to innovation, fuelled by an entrepreneurial culture and strong leadership. Our employees are motivated to make a meaningful impact, deliver unique value, and, most importantly, be part of a winning sales team. The Director of Channel Sales, APAC plays a critical role in setting the overall channel strategy and driving revenue growth through SOTI’s top partners. Unlike traditional account leadership roles, this position focuses on building, leading, and scaling high‑performing channel teams and partner ecosystems. The Director leads a team of channel professionals, owns senior executive relationships with partners, and provides strategic direction on SOTI solutions. This role is fully accountable for partner performance, regional targets, and KPIs, ensuring alignment with SOTI’s commercial objectives and the delivery of sustained channel growth.

What’s in it for you?

The People - From our humble origins in our founder’s basement, to our industry-leading position today, SOTI has worked hard to foster a company culture that we can all believe in. A culture that emphasises personal growth, continuous innovation and fun.

The Growth - Our environment fosters new ideas, fresh perspectives, and the ability to take them over the goal line. SOTI is a fast-paced environment with a global reach that encourages you to make your mark and be part of something big!

The Technology - You’ll get the chance to work with leading-edge technologies and take on complex and interesting projects, as part of highly collaborative and agile teams. You will work alongside SOTI’s partners which include leading tech giants that will keep you on the cusp of emerging technologies.

What you will do –

Channel Strategy & Growth

• Develop and execute an APAC wide channel strategy to grow partner-led pipeline, revenue, and market presence, with a focus on high-impact strategic partners.
• Drive annual regional growth targets of 30%+ year over year through a scalable, repeatable channel model.
• Identify, onboard, and establish new strategic partners while strengthening and expanding existing partner relationships.
• Create and execute partner go to market (GTM) plans that enable effective sell-to and sell-through motions.
• Create and execute OEM go to market (GTM) plans that enable effective sell-to and sell-through motions.

Partner Programs & Enablement

• Execute and continuously optimise partner programs to maximise pipeline generation, revenue contribution, and partner engagement.
• Enable partners through training, sales engagement, certification programs, and ongoing education on device management, security, and the SOTI ONE platform.
• Track and manage partner performance across key metrics including: Pipeline generation; Revenue contribution by partner tier; Certification and training completion; Joint customer engagements and opportunities.

Enterprise Sales & Deal Leadership

• Lead large, complex enterprise opportunities through the channel, including commercial and legal negotiations in collaboration with Procurement, Legal, Finance, and Sales teams.
• Leverage executive and C-level relationships to position SOTI competitively and win against key competitors.
• Partner closely with pre-sales teams (internal and partner) and customer technical leads to build business cases, define migration strategies, and support technical implementations.
• Ensure strong channel support for complex enterprise deployments and transformation initiatives.

Cross-Functional Collaboration

• Work closely with Regional Sales Directors and the whole Sales Team, Sales Engineering and Marketing to translate business objectives into effective partner-driven GTM execution.
• Identify and validate product integration opportunities with strategic partners, engaging internal product teams to strengthen SOTI’s competitive differentiation.
• Align with Marketing to drive joint initiatives such as webinars, blogs, roundtables, and regional events.
• Collaborate with Account Managers, Inside Sales, and other stakeholders to ensure a unified and consistent partner strategy across APAC.

Leadership & Team Development

• Lead, coach, and mentor a team of direct reports.
• Recruit and develop talent to address capability gaps and support succession planning across the region and globally.
• Play a key leadership role within the broader Business Development organisation, modelling SOTI’s cultural values and driving operational efficiency, team health, and collaboration.

Operational Excellence & Forecasting

• Streamline complex processes and implement scalable workflows that improve operational efficiency, customer experience, and partner effectiveness.
• Manage revenue forecasting, pipeline visibility, and license growth to consistently meet or exceed quota targets.
• Effectively prioritise and manage multiple high-impact initiatives in a fast-paced, high-growth environment.

Travel Requirements

• Regular regional travel across APAC, including onsite partner visits.
• Additional travel to headquarters and regional industry or partner events as required.

Experience you will bring -

• Minimum 10 years of experience in Software Sales, Enterprise Account Management, Channel Sales or Technology.
• 5-7 years of Leadership experience within the Technology space.
• A proven track record of driving Channel Growth, hitting sales targets, and Partner Enablement.
• Proven experience leading and scaling channel sales across APAC or multi-country regions.
• Demonstrated success in driving high-growth revenue through complex partner ecosystems.
• Exceptional consultative selling, negotiation, and executive-level communication skills.
• Experience leading cross-functional and cross-organisation teams in matrixed environments.
• Strong business acumen with the ability to translate strategy into execution.
• A demonstrated ability to drive strategy and alignment with Director+ level external contacts.
• Proven ability to meet revenue goals and build partnerships based on joint value.
• Excellent communication and presentation skills to CXO level.
• Previous experience working with salesforce is preferred.
• Strong understanding of partner performance metrics, sales pipelines, and enablement strategies.
• A collaborative, results-driven mindset with the ability to work effectively in a cross-functional environment.

About SOTI

SOTI is the world's most trusted provider of mobile and IoT management solutions, with more than 17,000 enterprise customers and millions of devices managed worldwide. SOTI's innovative portfolio of solutions and services provide the tools organizations need to truly mobilize their operations and optimize their mobility investments. SOTI extends secure mobility management to provide a total, flexible solution for comprehensive management and security of all mobile devices and connected peripherals deployed in an organization.

At SOTI, we celebrate the uniqueness of our global teams and are proud to be an equal opportunity workplace. We are curious problem solvers who are committed to bringing the best mobile and IoT management solutions to market. We offer careers with #EndlessPossibilities.

What are you waiting for? Apply today: https://www.soti.net/careers

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If you want to bring your ideas to life, apply at SOTI today.

Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.