Channel Account Manager Australia

Location: Melbourne or Sydney, Australia

Who Are We?  

About Airlock Digital: 

Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware.  

With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.

What We Are Looking For:

Airlock Digital is seeking a high-impact Channel Account Manager to help scale our Australian partner ecosystem and drive meaningful partner-led revenue. This is an individual contributor role with both strategic and hands-on responsibilities. You will own partner relationships across a defined territory or portfolio, develop joint business plans, drive pipeline creation, and ensure strong execution across enablement, co-selling, and go-to-market initiatives. The ideal candidate brings deep channel experience, strong commercial instincts, and thrives in fast-growing environments where building structure, accountability, and momentum go hand-in-hand. 

Key Responsibilities:

Channel Strategy & Partner Growth 

• Own and execute the channel strategy for assigned Australian partners, aligned to Airlock Digital’s global partner vision 

• Manage and grow a portfolio of strategic channel partners across resellers, distributors, MSSPs, and technology alliances 

• Identify, recruit, onboard, and activate new partners where there is clear opportunity for incremental growth 

• Develop and manage joint business plans, quarterly business reviews (QBRs), and mutual success metrics with priority partners 

Revenue Ownership & Pipeline Execution 

• Own a measurable partner-sourced and partner-influenced pipeline and revenue target 

• Drive high-quality deal registration, accurate forecasting, and consistent operating cadence with partners 

• Partner closely with direct sales teams to support co-selling motions, unblock deals, and accelerate enterprise opportunities 

• Meet or exceed quarterly and annual channel revenue objectives  

Enablement & Go-to-Market 

• Lead partner onboarding, sales enablement, and ongoing training to ensure strong product knowledge and sales readiness 

• Collaborate with Marketing on joint campaigns, events, MDF execution, and demand-generation initiatives with clear ROI 

• Drive field execution including partner-led workshops, events, executive briefings, and regional activities 

Cross-Functional Leadership 

• Act as the internal advocate for partner needs across Sales, Marketing, Product, Solutions Engineering, and Customer Success 

• Provide feedback on market trends, competitive insights, and partner sentiment to influence program evolution 

• Maintain strong CRM and PRM hygiene to ensure visibility, scale, and data-driven decision-making 

Representation & Market Presence 

• Represent Airlock Digital at regional partner events, industry trade shows, and security conferences 

• Strengthen Airlock’s brand and presence within the Australian channel ecosystem 

• Travel is required to be present in market 30-40% of the time depending on location of employee  

Required Skills & Qualifications:

• 7+ years of experience in channel sales, partner management, or alliances within cybersecurity, SaaS, or enterprise software 

• Proven success driving revenue through indirect sales models and partner ecosystems 

• Demonstrated ability to own a region and deliver repeatable, partner-led pipeline and bookings 

• Strong experience with partner enablement, joint planning, and co-selling execution 

• Data-driven mindset with strong forecasting, reporting, and performance management skills 

• Excellent executive presence, communication, and relationship-building abilities 

• Comfort operating in fast-paced, high-growth environments with evolving structure 

• Experience using CRM and PRM tools (Salesforce preferred) 

• Bachelor’s degree in Business, Sales, or a related field (or equivalent experience) 

What We Offer: 

We don’t think money is everything, but we know it is an important part of your decision to apply for a role.  Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.  

Flexible Work Environment, Hybrid or Remote – Time Off - Paid Volunteering Time - Birthday Leave - Paid parental Leaves - Home Office Allowance 

Our Commitment: 

We believe in supporting our team members both personally and professionally. Named one of the Australia’s Greatest Places to Work and 5th best technology company for 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. 

We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a National Police Check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you.