Business Channel Representative

About WorksoftWorksoft 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 RoleWe 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 ResponsibilitiesChannel Sales & Revenue GenerationOwn and execute annual sales quota for assigned APJ territoryDrive channel-led revenue growth by managing, enabling, and expanding a portfolio of VARs, system integrators, and distributorsManage complex, multi-stakeholder partner-led sales cycles with enterprise deal sizesDevelop and execute joint business plans with key partners aligned to Worksoft's APJ growth strategyNegotiate partner agreements and co-sell arrangements with senior stakeholdersPartner Management & EnablementIdentify, recruit, and onboard new channel partners in target APJ marketsDeliver partner enablement including product training, sales tools, and certification programsManage the full partner lifecycle from onboarding through active selling statusServe as the primary escalation point for partner issues and opportunitiesBusiness Development & Pipeline ManagementIdentify and develop new business opportunities through partner-led and co-sell motionsMaintain accurate pipeline forecasting and partner KPI reporting in Salesforce CRMCollaborate with regional marketing on demand generation campaigns and partner eventsConduct compelling product demonstrations and presentations to technical and business audiencesCross-functional CollaborationWork closely with the APJ sales team on joint opportunities and deal progressionPartner with technical sales engineers and solution consultants on complex dealsCoordinate with Customer Success to ensure high satisfaction and retention across partner-managed accountsProvide market intelligence and partner feedback to product and marketing teamsMarket IntelligenceStay current on APJ industry trends, competitive landscape, and evolving partner ecosystemRepresent Worksoft at trade shows, partner summits, and customer events across the regionIdentify whitespace and expansion opportunities within existing partner accountsRequired QualificationsExperience & SkillsMinimum 5 years of channel sales, partner management, or business development experience in enterprise software or SaaSDemonstrated success managing and growing channel partnerships across APJ marketsStrong understanding of indirect sales models, partner incentive structures, and co-sell motionsExperience managing partner-led sales cycles with enterprise-level deal complexityBackground selling to or through IT and business decision makers in the SAP, Oracle, or ERP ecosystem preferredTrack record of consistently achieving or exceeding revenue targetsDemonstrated understanding of the Australian enterprise software market and local channel ecosystemEligibility to work in Australia — no visa sponsorship available for this positionCore CompetenciesExperience with VARs, SIs, and large global system integrators: Partner EcosystemProven ability to build trust and articulate business value to C-level stakeholders: Executive EngagementProficiency with MEDDIC, Challenger, or Solution Selling frameworks: Sales MethodologyBuilds enduring partner and customer relationships that drive long-term revenue: Relationship BuildingConsistently achieves revenue targets and partner performance metrics: Results-DrivenPreferred QualificationsBachelor's degree in Business, Engineering, or related fieldMBA or advanced degree preferredExperience with Salesforce CRM and partner management platformsKnowledge of test automation, DevOps, RPA, or digital transformation technologiesExperience in high-growth, PE-backed, or venture-backed technology companiesExisting relationships within Australian enterprise accounts or ANZ technology partner networksFamiliarity with Fair Work Act obligations relevant to enterprise sales environmentsTerritory CoverageAustralia and New Zealand (ANZ), with support for broader APJ partner activities as required.CompensationBase 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 attainmentVariable Structure: 30–50% variable component; commissions are uncapped above OTESuperannuation: Employer superannuation contributions at the statutory rate (currently 11.5%) paid in addition to base salary, in compliance with the Superannuation Guarantee (Administration) Act 1992What We OfferCompetitive base salary and uncapped commission structure — salary range disclosed above in compliance with Fair Work Act transparency obligationsEmployer superannuation contributions at the statutory rateComprehensive health and wellbeing benefitsProfessional development and career advancement opportunitiesRemote work flexibility with regional travel budgetOpportunity to work with industry-leading enterprise automation technologyInclusive and flexible work environmentWorking Hours & Role DescriptionThis 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 MetricsAchievement of annual quota and APJ revenue targetsNew partner recruitment and activation within territoryPartner-led pipeline generation and conversion ratesAccount penetration and expansion rates within partner-managed accountsForecast accuracy and deal progression velocityPartner satisfaction and certification/enablement completion ratesWorksoft 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

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