Strategic Sales Leader, Strategic Accounts ANZ
Description
Strategic Sales Leader, Strategic Accounts ANZ | Pax8
The Strategic Sales Leader, Strategic Accounts ANZ is responsible for leading and developing a team of Strategic Channel Account Managers (Strategic CAMs) supporting Pax8's Titan and Galactic partner segment across Australia and New Zealand. The role is accountable for driving sustainable revenue growth, retention, executive engagement, marketplace adoption, and partner transformation initiatives across Pax8's most strategic partners.
Working closely with Sales, Marketing, Vendor Experience, Solutions Engineering, Revenue Operations, and Partner Success, the Strategic Sales Leader develops and executes account growth strategies that deepen partner relationships, improve partner outcomes, accelerate adoption of Pax8 strategic initiatives, and support partners in their evolution from MSPs to Managed Intelligence Providers (MIPs). The role ensures disciplined execution, coaching excellence, forecast accuracy, and accountability to regional Key Business Objectives (KBOs) and Objectives & Key Results (OKRs).
Shape the Future
The Strategic Sales Leader, Strategic Accounts ANZ, leads a team of Strategic Channel Account Managers responsible for Pax8's largest and most valuable Titan and Galactic partners.
This role is responsible for developing high-performing account management professionals while driving partner growth, retention, executive engagement, and strategic account outcomes. Through leadership, coaching, operational excellence, and cross-functional collaboration, the Strategic Sales Leader ensures partners maximise their investment with Pax8 while contributing to the achievement of regional revenue, profitability, retention, and marketplace growth objectives.
Why Pax8?
Pax8 is reshaping how technology is bought, sold, and consumed around the world. We're building the managed intelligence marketplace and helping our partners unlock new ways to grow through cloud, AI, security, and modern services.
Our culture is built around creativity, innovation, accountability, and human connection. We move fast, challenge convention, and support one another to achieve extraordinary outcomes.
What You'll Be Doing
Leadership & Team Development
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Build, lead, develop, and inspire a high-performing team of Strategic Channel Account Managers.
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Provide regular coaching, feedback, mentorship, and career development planning to team members.
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Conduct performance reviews and development conversations while fostering a culture of accountability and continuous improvement.
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Create succession plans and develop future leaders within the Strategic Accounts organisation.
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Ensure adoption of Pax8 sales methodologies, account planning frameworks, and engagement standards.
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Participate in leadership meetings and contribute to broader sales and organisational initiatives.
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Drive employee engagement, retention, and professional development through learning programs, stretch assignments, and coaching opportunities
Strategic Partner Growth & Retention
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Lead the growth, retention, and protection strategy for Pax8's Titan and Galactic partner segment.
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Drive achievement of revenue, profitability, Vendor Per Partner (VPP), marketplace adoption, and retention objectives.
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Ensure Strategic CAMs execute structured account planning, growth plans, and executive engagement strategies.
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Oversee quarterly business reviews, executive sponsorship programs, and partner success initiatives.
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Support partners in adopting Pax8 strategic programs including Marketplace, MIP, and multi-vendor growth initiatives.
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Identify and mitigate churn risks while driving partner loyalty and advocacy.
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Develop strategies that increase wallet share, cross-sell adoption, and long-term partner value.
Executive Engagement & Strategic Relationships
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Build executive-level relationships with key Titan and Galactic partners.
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Participate in executive business reviews, strategic planning sessions, partner advisory councils, and industry events.
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Support complex commercial discussions, escalations, and strategic partner negotiations.
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Collaborate with vendor leaders to create and execute joint partner growth strategies.
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Represent Pax8 as a trusted advisor to executive stakeholders across partner organisations..
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Maintain accountability for strategic account performance, forecast accuracy, and pipeline health.
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Manage 30/60/90-day business planning, forecasting, and execution within Salesforce.
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Monitor account health indicators, retention metrics, adoption trends, and growth opportunities.
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Ensure accurate CRM management, account documentation, and reporting standards.
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Leverage data, automation, AI capabilities, and internal systems to improve performance and productivity.
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Establish operating rhythms that drive accountability, transparency, and predictable business outcomes.
Cross-Functional Collaboration & Transformation
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Partner closely with Marketing, Vendor Experience, Solutions Engineering, Revenue Operations, and Partner Success teams to achieve shared business objectives.
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Identify opportunities to enhance partner experience, improve operating models, and increase organisational effectiveness.
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Support organisational change initiatives and strategic transformation programs.
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Champion innovation and best-practice adoption across the Strategic Accounts function.
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Drive alignment to broader regional and global business strategies and priorities.
Business Performance & Analytics
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Analyse strategic account performance and identify opportunities to improve growth and retention outcomes.
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Monitor month-on-month partner, customer, and vendor trends.
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Evaluate portfolio performance, account health, adoption trends, and partner engagement metrics.
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Utilise business intelligence and reporting tools to drive informed decision-making.
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Recommend actions that improve partner outcomes and accelerate business performance.
What We're Looking For
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10+ years of experience in SaaS, cloud, channel, or marketplace sales environments.
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5+ years leading high-performing sales, account management, or partner-facing teams.
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Experience managing strategic accounts with executive-level stakeholder engagement.
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Demonstrated success driving partner growth, retention, and commercial outcomes.
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Strong commercial acumen and strategic planning capability.
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Excellent coaching and leadership skills with the ability to develop high-performing teams.
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Strong analytical, problem-solving, and decision-making abilities.
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Experience managing forecasts, pipelines, and sales execution disciplines.
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Ability to thrive in a dynamic, high-growth environment.
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Exceptional communication, negotiation, and stakeholder management skills.
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Ability to collaborate effectively across multiple functions and influence outcomes.
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Strategic mindset with the ability to translate vision into measurable business results.
Success Measures
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Achievement of NMRR and GMRR targets.
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Strategic partner retention and net revenue retention outcomes.
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Vendor Per Partner (VPP) growth and marketplace adoption.
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Churn reduction and competitive win-back success.
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Executive engagement and QBR completion rates.
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Forecast accuracy and CRM discipline.
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Team engagement, development, and succession outcomes.
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Progression of strategic partners along their MSP to MIP transformation journey
Trust, Transparency & Hiring Integrity
At Pax8, we care deeply about building genuine, trust based relationships — starting with how we hire.
To protect our business, our teams, and our customers, we use a range of measures throughout the recruitment process to help confirm authenticity and prevent fraud. These safeguards are designed to be fair, respectful, and proportionate, and may evolve as risks change. By applying, you acknowledge that we take steps to verify identity and representation during