--- title: 'Director, Business Development, Channel & Alliances at Objective Corporation' canonical: 'https://feeny.ai/job/director-business-development-channel-alliances-objective-corporation-melbourne-8pqa9x7zfq3e' type: 'job' last_seen: '2026-10-15' --- # Director, Business Development, Channel & Alliances at Objective Corporation - **Company:** Objective Corporation - **Location:** Melbourne, Australia - **Employment:** full-time - **Work type:** hybrid - **Posted:** 2026-10-13 - **Last confirmed live:** 2026-10-15 - **Apply:** https://jobs.lever.co/objective/101480fe-2381-4843-85e8-f93cb915d894 ## Job description Are you a commercially driven sales leader who knows how to turn strategy into revenue, partnerships into opportunities, and talented individuals into high-performing teams? At Objective, we're looking for a Director, Business Development, Channels & Alliances to lead our business development function and build a thriving partner ecosystem across our Information Intelligence business. This is an opportunity to take ownership of a critical growth function, influence our go-to-market strategy and play a pivotal role in expanding our presence across government and regulated industries. Why Objective? At Objective, we create software that makes a difference. With over 400 people across Australia, New Zealand, the UK and the US, we're an established Australian technology company delivering innovative SaaS solutions that help governments and regulated organisations work smarter, make better decisions and deliver stronger outcomes for their communities. Our Information Intelligence solutions help organisations securely manage, connect, protect and unlock the value of their information. We're ambitious about our future, and we're looking for a commercial leader who can help us accelerate that growth. The opportunity Reporting to the VP Sales & Customer Success, Information Intelligence ANZ, you'll lead a team of business development professionals while taking ownership of our channel and alliances strategy. Your focus will be twofold: driving direct sales performance and creating new revenue opportunities through strategic partnerships. You'll bring commercial discipline, market insight and an entrepreneurial mindset to how we identify opportunities, build relationships and win business. This is a role for someone who enjoys being close to the action, whether that's coaching a team through a complex deal, developing a strategic alliance or engaging senior stakeholders to unlock new opportunities. What you'll be doing? Lead, inspire and deliver - Lead, coach and develop a high-performing business development team, creating a culture of accountability, collaboration and commercial success. - Own revenue performance, sales forecasting and pipeline development, ensuring the team is positioned to achieve both immediate and long-term growth targets. - Drive strategic sales execution, supporting your team through complex enterprise sales cycles, negotiations and major opportunities. - Leverage your own network and industry relationships to identify, influence and secure new business. Build partnerships that drive growth - Shape and execute a channel and alliances strategy that expands Objective's market reach and creates sustainable revenue opportunities. - Identify, establish and grow relationships with strategic technology partners, system integrators and other channel partners. - Develop commercially compelling partner propositions, agreements and go-to-market initiatives. - Build a scalable partner ecosystem with clear performance measures, enablement programs and shared growth objectives. Influence our growth strategy - Partner with senior leaders across Sales, Marketing, Product and Customer Success to align commercial priorities and accelerate market opportunities. - Bring market intelligence, competitive insights and customer perspectives into strategic decision-making. - Represent Objective with senior executives, partners and industry stakeholders, strengthening our market position and brand. - Champion continuous improvement in sales effectiveness, processes and commercial performance. ## What you'll bring We're looking for an accomplished commercial leader who combines strategic thinking with a genuine passion for sales execution and building relationships. You'll ideally bring: - Proven success leading and developing high-performing business development or enterprise sales teams within a B2B SaaS or enterprise software environment. - A strong track record of achieving revenue targets, building healthy pipelines and closing complex, high-value deals. - Demonstrated experience developing channel partnerships, strategic alliances or partner-led revenue opportunities. - Experience selling into government, public sector or highly regulated industries, with an understanding of complex buying environments. - Strong commercial acumen, executive-level stakeholder engagement and negotiation capabilities. - Experience applying structured enterprise sales methodologies such as MEDDPICC, Challenger or Strategic Selling. - Confidence using Salesforce and sales analytics to drive performance, forecast accurately and make informed decisions. - A leadership style that balances ambition, accountability and genuine investment in developing people. Above all, you're someone who can see the bigger commercial picture while staying connected to the people, partnerships and opportunities that make growth happen. If you do not tick every box, do not let that stop you. We value potential, learning agility, coachability and diverse perspectives just as much as experience, and we encourage you to apply. At Objective, we recognise and celebrate our diverse team as pivotal to our strong employee engagement and our high-performing culture, underpinned by Our Values. We are an equal opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by applicable laws in the regions where we operate. To ensure a positive experience, please inform our Talent Team of any adjustments or accommodations you may require during the recruitment process, so we can support you effectively. ## About Objective Corporation ## Company Overview - **One-liner**: Objective Corporation creates digital government software that helps public sector organizations and regulated industries work smarter with secure, governed information management. - **Entity Type**: Public (ASX: OCL) - **Headquarters**: North Sydney, New South Wales, Australia - **Founded**: 1987 - **Founders**: Not publicly available ## Core Business - **Primary industry/industries**: GovTech (Government Technology), Information Management, Regulatory Compliance Software - **Target customers**: B2G (Business to Government) — primarily federal, state, and local government agencies, as well as regulated industries such as financial services - **Mission/Purpose**: "To help government shift to being completely digital. Where our customers can work from anywhere; with access to information, governance guaranteed and security assured." ## Products & Services - **Objective Information Intelligence**: A suite that helps organizations manage, govern, and leverage information assets with enterprise content management, compliance and control, and secure external file sharing - **Objective Planning & Building**: Streamlines the building assessment and consent process for planning authorities and building departments - **Objective Regulatory Solutions (RegWorks)**: Centralises, tracks, and administers compliance processes including education and engagement for government and financial services regulators - **Product Disclosure Management**: Helps produce accurate, verified disclosure documentation quickly while maintaining compliance ## Market Standing - **Valuation/Market Cap**: USD 1.45 billion (as of October 2024) - **Annual Revenue**: USD 120.1 million - **Notable Investors/Partners**: Publicly traded on the Australian Securities Exchange; works with over 1,000 government organizations globally - **Growth Signals**: Employs 346 people (+1.2% YoY); presence across Australia, New Zealand, United Kingdom, Singapore, and the United States; has made strategic acquisitions including Simflofy (2022) and Limehouse Software (2009) ## Competitive Advantages - **Deep Government Specialisation**: 35+ years focused exclusively on government and regulated industries, giving them unmatched domain expertise and institutional trust - **End-to-End Government Workflow**: From policy development and planning to compliance and disclosure — Objective covers the full lifecycle of government work - **Security & Governance First**: Built-in information governance, audit trails, and secure access designed for the most stringent government data requirements - **Customer Proximity**: Offices located near customers across Australia, UK, NZ, and Singapore, enabling deep partnerships and local support ## Strategic Focus - **Digital Government Transformation**: Helping government agencies shift from paper-based or legacy systems to fully digital, anywhere-accessible operations - **Geographic Expansion**: Growing presence in the UK and Asia-Pacific markets - **Product Innovation**: Continued investment in cloud-based solutions and information intelligence capabilities - **Regulatory Solutions Growth**: Expanding into regulated industries beyond government, such as financial services ## Why Work Here - **Flexible Hybrid Work**: Generous hybrid work policies with trust-based management — designed so employees can attend school events or fit in a morning run while delivering great work - **Purpose-Driven Impact**: Employees directly contribute to better outcomes for real communities — products help governments deliver services that matter - **Growth & Learning**: Career mobility across teams and products, coaching, mentoring, and learning opportunities; leadership backs employee development - **Values-Led Culture**: Transparent leadership, strong internal communication, and a culture where people "show up for each other" with monthly lunches, cultural celebrations, and company-wide conferences - **Global Collaboration**: Distributed teams across time zones working in state-of-the-art offices or remotely, with a focus on shared purpose ## Sources 1. [objective.com](https://www.objective.com/about/careers) 2. [objective.com](https://www.objective.com/) 3. [objective.com](https://www.objective.com/about/about-objective) 4. [linkedin.com](https://linkedin.com/company/objective-corporation) 5. 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