Director, Business Development, Channels & Alliances

About the role

Objective is seeking a commercially driven leader to head its Business Development, Channels & Alliances function within the Information Intelligence business. Reporting to the VP Sales & Customer Success, ANZ, you will own both direct sales performance and the creation of revenue through strategic partnerships.

Key responsibilities

• Lead, coach and develop a high‑performing business development team, fostering a culture of accountability and commercial success.
• Own revenue targets, sales forecasting and pipeline development to achieve short‑ and long‑term growth.
• Drive complex enterprise sales cycles, negotiations and major opportunities, leveraging personal networks to secure new business.
• Shape and execute a channel and alliances strategy, building relationships with technology partners, system integrators and other channel partners.
• Develop partner propositions, agreements and go‑to‑market initiatives, establishing a scalable partner ecosystem with clear performance metrics.
• Collaborate with senior leaders across Sales, Marketing, Product and Customer Success to align commercial priorities and influence growth strategy.

Required profile

• Proven success leading and developing high‑performing business development or enterprise sales teams in a B2B SaaS or enterprise software environment.
• Strong track record of achieving revenue targets, building pipelines and closing complex, high‑value deals.
• Experience developing channel partnerships, strategic alliances or partner‑led revenue opportunities.
• Background selling into government, public sector or highly regulated industries.
• Executive‑level stakeholder engagement, negotiation skills and commercial acumen.

Required skills

• Proficiency with Salesforce for sales analytics and forecasting.
• Knowledge of structured enterprise sales methodologies such as MEDDPICC, Challenger or Strategic Selling.