Channel Account Manager

Channel Account Manager – Australia & New Zealand (ANZ)

At Thales, we know technology has the ability to make our world more secure, sustainable, and inclusive – and that it's all driven by human intelligence.

Because it takes human intelligence to build and power the systems and solutions that people depend on every day. So we stay curious and make space for diverse points of view. We share what we know and we challenge what's possible.

From manufacturing and engineering to cybersecurity and space, we're driving progress in some of the world's most important industries – and working together to build a future we can all trust.

Our benefits include:

• Competitive remuneration structure
• Hybrid and flexible working options under the Thales Flex program
• Paid parental leave and family support through Parents at Work
• The day off on your birthday each year
• Novated lease options
• Ongoing personal and professional development opportunities
• Sonder – Wellbeing & Support Partner

Thales delivers cybersecurity products and services that keep people and assets safe, giving organizations confidence in the security of their digital journeys. Our solutions are deployed in 148 countries, helping governments maintain sovereignty and organizations preserve strategic autonomy.

Thales is a global leader in cybersecurity – No.1 in data security – with 6,000+ experts and developers supporting industries such as finance, health, retail and manufacturing, and vital sectors including aerospace, critical infrastructure, defense and space.

Your Role

As the Channel Account Manager – Australia & New Zealand (ANZ), you will define and deliver a high-impact channel strategy for Thales Cyber Security Products (CSP) across distributors, value-added resellers (VARs) and managed service providers (MSPs).

You will drive channel revenue growth, improve partner productivity and enable repeatable best practice across ANZ through strong planning, governance and executive stakeholder engagement.

You'll

• Develop and execute a robust channel strategy across Australia & New Zealand, aligned to CSP growth priorities
• Build senior relationships with key partners (distributors, VARs, MSPs) and drive joint business plans
• Lead territory/channel planning with local sales teams, with clear actions and a regular cadence of reviews (e.g., QBRs)
• Analyse partner coverage, identify gaps, and support partner recruitment, enablement and certification uplift
• Reduce friction and improve ease of doing business for partners across deal registration, quoting and support pathways
• Enable partners to sell across the CSP portfolio, driving incremental revenue, service attachment and product mix
• Plan and execute partner GTM and marketing initiatives in collaboration with regional Marketing and Sales leadership
• Contribute to the design, optimisation and rollout of the Partner Program in ANZ
• Define, track and report channel performance metrics (revenue, pipeline growth, incremental business, product mix, certified resources)
• Create and communicate executive-level value propositions and channel collateral for target partners
• Present channel performance and results through regular communication (QBRs, forecasts, agendas, and reports)

What You'll Bring

• 10+ years' experience in channel sales and channel development within security, networking or infrastructure
• Proven experience developing and presenting channel strategies within Australia (and ideally ANZ)
• Strong cross-functional leadership and communication skills in matrix environments
• Demonstrated business planning capability and ability to execute and deliver defined plans
• Excellent written and verbal communication skills, with confidence presenting to senior stakeholders
• Ability to prioritise effectively in a fast-paced environment and apply sound judgement in complex situations
• Extensive channel management experience with a track record of delivering growth through partners
• Ability to engage across all levels of a partner organisation and influence outcomes
• Results-oriented approach with strong integrity and professional judgement
• Ability to work independently with limited supervision
• Australian citizenship

We encourage you to apply if this role feels right – no matter your background or personal circumstances.

We're committed to supporting a diverse workplace, and that starts here. We're proud to be endorsed by WORK180 as an Employer for All Women, and we'll continue to foster industry partnerships, employee resource groups (ERGs) and development opportunities to make Thales a genuinely equitable employer, for everyone.