Vice President, ANZ Sales & Partner Growth

Vice President, ANZ Sales & Partner Growth | Sydney | Pax8

The Vice President, ANZ Sales & Partner Growth leads Pax8's entire ANZ field sales organisation, this role moves beyond traditional account management leadership and focuses on creating a scalable, high-performance growth engine that aligns partner lifecycle stages, sales motions, territory design, talent, and incentives.

Shape the Future of Partner Growth

The VP provides direction across

Land Motion

Driving new partner acquisition, activation, and early-stage success.

Expand Motion

Accelerating wallet share, marketplace adoption, solution consumption, and partner maturity.

Defend Motion

Protecting strategic relationships, maximizing retention, and ensuring long-term partner success.

The VP is responsible for ensuring the ANZ sales organisation delivers

• Predictable revenue growth
• New partner acquisition
• Gross and net revenue retention
• Marketplace adoption
• Strategic vendor growth
• MIP transformation outcomes
• Forecast accuracy
• Territory productivity
• Sales capacity optimization

The VP will work closely with Marketing, Partner Experience, Vendor Success, Finance, Operations, and APAC Leadership to execute regional growth priorities and ensure consistent partner experiences throughout the lifecycle.

A critical success factor is building a culture of accountability, coaching, data-driven decision making, and leadership development while ensuring sales resources remain aligned to the highest-growth opportunities across ANZ.

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

Key Accountabilities

1. Regional Growth Leadership (25%)

Own ANZ revenue performance and growth outcomes across all sales motions.

• Deliver ARR, GMRR, NMRR, retention, and acquisition targets.
• Drive execution of annual and quarterly business plans.
• Ensure consistent performance management across all sales functions.
• Maintain predictability of business performance through disciplined operating rhythms.
• Lead regional planning aligned to APAC and Global priorities.

1. Sale Execution & Sales Model Optimization (20%)

Serve as the executive owner of the ANZ Sales Model

• Ensure successful execution of lifecycle-based sales motions.
• Continuously assess territory effectiveness and partner coverage models.
• Optimize resource allocation across Acquisition, Growth, Strategic Growth, and Solution Engineering.
• Improve partner transition effectiveness and reduce internal friction between teams.
• Drive consistent adoption of sales processes, operating standards, and account planning disciplines.

1. Strategic Partner Growth & MIP Transformation (15%)

Lead Pax8's strategic growth agenda across ANZ.

• Accelerate partner progression through the Pax8 maturity model.
• Drive adoption of Marketplace, cloud, AI, security, and managed services solutions.
• Help partners transition from MSP to MIP business models.
• Build executive relationships with key strategic partners.
• Direct strategic account investments to maximize long-term growth.

1. Leadership & Talent Development (15%)

Build and develop a high-performing leadership team.

• Lead seven senior leaders across sales and technical functions.
• Create clear succession and career pathways.
• Build leadership capability through coaching and mentoring.
• Foster accountability, inclusion, and performance excellence.
• Develop future sales leaders aligned with Pax8 growth plans.

1. Sales Excellence & Operational Discipline (10%)

Establish world-class sales execution practices.

• Drive forecast accuracy and pipeline integrity.
• Lead quarterly business reviews and operating cadences.
• Ensure Salesforce adoption and data quality.
• Improve conversion rates throughout the partner lifecycle.
• Standardize account planning and territory planning methodologies.

1. Cross-Functional Business Leadership (10%)

Partner with regional leaders to remove barriers to growth.

• Influence product, marketing, vendor, finance, operations, and partner experience teams.
• Drive strategic initiatives across ANZ.
• Act as a key voice of the field within APAC leadership discussions.
• Identify operational improvements that unlock scalability.

1. Strategic Growth & Market Expansion (5%)

Identify future growth opportunities across ANZ.

• Support expansion into emerging markets and partner segments.
• Evaluate new routes to market.
• Leverage market intelligence to adjust sales strategies and investment priorities.
• Champion innovative approaches to partner growth and marketplace adoption.

What We're Looking For

• We're looking for an inspirational commercial leader with:
• 15+ years of experience in SaaS, cloud, channel, or marketplace sales environments.
• 10+ years leading high-performing sales, account management, or partner-facing teams.
• Experience managing strategic accounts with executive-level stakeholder engagement.
• Demonstrated success driving partner growth, retention, and commercial outcomes.
• Strong commercial acumen and strategic planning capability.
• Excellent coaching and leadership skills with the ability to develop high-performing teams.
• Strong analytical, problem-solving, and decision-making abilities.
• Experience managing forecasts, pipelines, and sales execution disciplines.
• Ability to thrive in a dynamic, high-growth environment.
• Exceptional communication, negotiation, and stakeholder management skills.
• Ability to collaborate effectively across multiple functions and influence outcomes.
• Strategic mindset with the ability to translate vision into measurable business results.

Critical Success Measures

The Vice President will be measured on

Business Outcomes

• GMRR & NMRR growth
• Net Revenue Retention
• Gross Revenue Retention
• Strategic vendor growth
• Marketplace adoption

Partner Outcomes

• Partner activation rates
• Partner progression between lifecycle stages
• Strategic account growth
• MSP-to-MIP transformation outcomes
• Partner satisfaction and engagement

Operational Outcomes

• Forecast accuracy
• Pipeline coverage
• Territory productivity
• Salesforce adoption
• Capacity utilization

Leadership Outcomes

• Leadership bench strength
• Employee engagement
• Internal talent promotion
• Team retention
• Succession readiness

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 hiring. If you're applying as your authentic self, you have nothing to worry about — we're excited to meet you.

We also use thoughtfully applied AI-enabled tools to support our hiring process. These tools may assist with tasks such as reviewing or prioritising applications, but hiring decisions