Director Channel Sales

Sales Melbourne, Australia


Spinnaker Support is a leading and trusted global provider of Oracle and SAP third-party support. Spinnaker Support customers get more comprehensive and responsive service, save an average of 62% on their annual maintenance fees, and can remain on their current software releases indefinitely. A rising number of our third-party support customers are utilizing incremental services we provide. We remain the only third-party support vendor to deliver application managed services, technology managed services and consulting when customers prefer to consolidate with a single vendor. They trust Spinnaker Support to keep their enterprise applications running at peak performance while helping them navigate from on-premise to hybrid to cloud.
Spinnaker Support’s award-winning blend of services span SAP, BusinessObjects, Sybase/ASE, Oracle E-Business Suite, JD Edwards, Siebel, Oracle Database, Oracle Technology and Middleware products, Hyperion, Demantra, Agile PLM, ATG/Endeca, and more.
We have an immediate opening for a Director Channel Sales. This position is located in Melbourne Australia. The Channel Manager wins, maintains, and expands relationships with assigned channel partners. The Channel Manager reports to the Asia Pacific General Manager. This position is primarily responsible for facilitating the sale of third-party support for Oracle and SAP enterprise applications through our IBM sales channel. This leader is responsible for establishing and building relationships with IBM TSS sales and client executives and their respective management, as well as the IBM Enterprise Software Sourcing Team to generate and qualify leads; developing and closing opportunities for the services we deliver; and maintaining the CRM database.


  • Establishes productive, professional relationships with key personnel in assigned partner accounts
  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
  • Develop and maintain necessary partner opportunity pipeline to support sales performance expectations
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis
  • Sells through partner organizations to end users in coordination with partner sales resources
  • Manages potential channel conflict with other internal sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel
  • Closely coordinates company executive involvement with partner and end-user customer management as appropriate
  • Ensures partner compliance with partner agreements
  • Drives adoption of company programs among assigned partners.


  • Completes required training and development objectives
  • Achieves assigned sales quota in designated partner accounts
  • Meets assigned expectations for profitability
  • Completes partner account plans that meet company standards
  • Maintains high partner satisfaction ratings that meet company standards


  • Ability to instill confidence in clients and be persuasive
  • Experience working cross-functionally with product and service subject matter experts
  • Must be self-motivated, a strong team player, and strive to work in a highly collaborative environment
  • Strong work ethic and disciplined
  • Strong program management and execution skills
  • Business acuity, Oracle or SAP knowledge and strategic analysis skills
  • Ability to build consensus within the partner - finding creative win-win solutions