Business Channel Representative

About Worksoft Worksoft empowers business and IT to deliver flawless applications faster and more efficiently through the ability to discover, document, test, and automate end-to-end business processes in pre-production and production environments. Our solutions ensure business process quality and resilience by automating tests for SAP, Oracle, and other enterprise applications. Recognized by global enterprise customers and top system integrators as the "gold standard" for SAP automated testing, Worksoft's automation is embedded into ERP practices to support Agile, DevOps, and SAFe methodologies and accelerate digital transformation. About the Role We are seeking an experienced and driven Business Channel Representative to support and accelerate business growth across the Asia-Pacific and Japan (APJ) region. Based in Australia, this role will build and manage Worksoft's channel partner relationships across the ANZ market and support broader APJ regional growth. The successful candidate will drive partner-led revenue, enable our reseller and SI ecosystem, and collaborate with the global Worksoft team to deliver results across the APJ region. This is a high-impact, quota-carrying role with regional scope. The ideal candidate brings 5+ years of channel sales or partner management experience in enterprise software or technology, a deep understanding of APJ market dynamics, and a proven track record of building partner pipelines and exceeding revenue targets. Key Responsibilities Channel Sales & Revenue Generation - Own and execute annual sales quota for assigned APJ territory - Drive channel-led revenue growth by managing, enabling, and expanding a portfolio of VARs, system integrators, and distributors - Manage complex, multi-stakeholder partner-led sales cycles with enterprise deal sizes - Develop and execute joint business plans with key partners aligned to Worksoft's APJ growth strategy - Negotiate partner agreements and co-sell arrangements with senior stakeholders Partner Management & Enablement - Identify, recruit, and onboard new channel partners in target APJ markets - Deliver partner enablement including product training, sales tools, and certification programs - Manage the full partner lifecycle from onboarding through active selling status - Serve as the primary escalation point for partner issues and opportunities Business Development & Pipeline Management - Identify and develop new business opportunities through partner-led and co-sell motions - Maintain accurate pipeline forecasting and partner KPI reporting in Salesforce CRM - Collaborate with regional marketing on demand generation campaigns and partner events - Conduct compelling product demonstrations and presentations to technical and business audiences Cross-functional Collaboration - Work closely with the APJ sales team on joint opportunities and deal progression - Partner with technical sales engineers and solution consultants on complex deals - Coordinate with Customer Success to ensure high satisfaction and retention across partner-managed accounts - Provide market intelligence and partner feedback to product and marketing teams Market Intelligence - Stay current on APJ industry trends, competitive landscape, and evolving partner ecosystem - Represent Worksoft at trade shows, partner summits, and customer events across the region - Identify whitespace and expansion opportunities within existing partner accounts Required Qualifications Experience & Skills - Minimum 5 years of channel sales, partner management, or business development experience in enterprise software or SaaS - Demonstrated success managing and growing channel partnerships across APJ markets - Strong understanding of indirect sales models, partner incentive structures, and co-sell motions - Experience managing partner-led sales cycles with enterprise-level deal complexity - Background selling to or through IT and business decision makers in the SAP, Oracle, or ERP ecosystem preferred - Track record of consistently achieving or exceeding revenue targets - Demonstrated understanding of the Australian enterprise software market and local channel ecosystem - Eligibility to work in Australia — no visa sponsorship available for this position Core Competencies - Experience with VARs, SIs, and large global system integrators: Partner Ecosystem - Proven ability to build trust and articulate business value to C-level stakeholders: Executive Engagement - Proficiency with MEDDIC, Challenger, or Solution Selling frameworks: Sales Methodology - Builds enduring partner and customer relationships that drive long-term revenue: Relationship Building - Consistently achieves revenue targets and partner performance metrics: Results-Driven Preferred Qualifications - Bachelor's degree in Business, Engineering, or related field - MBA or advanced degree preferred - Experience with Salesforce CRM and partner management platforms - Knowledge of test automation, DevOps, RPA, or digital transformation technologies - Experience in high-growth, PE-backed, or venture-backed technology companies - Existing relationships within Australian enterprise accounts or ANZ technology partner networks - Familiarity with Fair Work Act obligations relevant to enterprise sales environments Territory Coverage Australia and New Zealand (ANZ), with support for broader APJ partner activities as required. Compensation - Base Salary: A$110,000 – A$155,000 per annum (commensurate with experience) - On-Target Earnings (OTE): A$150,000 – A$225,000+ per annum at 100% quota attainment - Variable Structure: 30–50% variable component; commissions are uncapped above OTE - Superannuation: Employer superannuation contributions at the statutory rate (currently 11.5%) paid in addition to base salary, in compliance with the Superannuation Guarantee (Administration) Act 1992 What We Offer - Competitive base salary and uncapped commission structure — salary range disclosed above in compliance with Fair Work Act transparency obligations - Employer superannuation contributions at the statutory rate - Comprehensive health and wellbeing benefits - Professional development and career advancement opportunities - Remote work flexibility with regional travel budget - Opportunity to work with industry-leading enterprise automation technology - Inclusive and flexible work environment Working Hours & Role Description This is a full-time role. Standard hours apply in line with the National Employment Standards (NES) under the Fair Work Act 2009. Travel of up to 40% is required for customer meetings, partner events, and team gatherings across ANZ and APJ. Flexible arrangements may be discussed during the recruitment process. Success Metrics - Achievement of annual quota and APJ revenue targets - New partner recruitment and activation within territory - Partner-led pipeline generation and conversion rates - Account penetration and expansion rates within partner-managed accounts - Forecast accuracy and deal progression velocity - Partner satisfaction and certification/enablement completion rates Worksoft is committed to equal opportunity employment in accordance with the Fair Work Act 2009, the Age Discrimination Act 2004, the Disability Discrimination Act 1992, the Racial Discrimination Act 1975, and the Sex Discrimination Act 1984. We do not discriminate on the basis of age, gender, race, disability, religion, national origin, sexual orientation, or any other protected attribute. All applicants will be assessed on merit. Worksoft does not enforce pay secrecy clauses and supports employees' rights to discuss remuneration