Overview
Head of Partnerships Jobs in Sydney, New South Wales, Australia at DoxAI
Title: Head of Partnerships
Company: DoxAI
Location: Sydney, New South Wales, Australia
Company Description
DoxAI is an Australian-headquartered AI solutions company that builds industry-agnostic automation products derived from real client problems. Our proprietary AI services – including Categorise AI, Extract AI, Redact AI, Cross-Check AI, and Fraud Check AI along with 70+ services are developed and operated entirely in-house, with no client data leaving our environment to third-party model providers. We serve regulated industries across financial services, legal, government, insurance, and professional services, where data sovereignty, accuracy, and auditability are non-negotiable.
As we scale across APAC, we are investing in a partner-led and distribution-led growth model that complements our direct enterprise motion. This role is central to that strategy.
Role Purpose
The Head of Partnerships & Distribution, APAC is a senior commercial leadership role accountable for building, scaling, and managing DoxAI's indirect and direct distribution channels across the Asia-Pacific region. The role owns two complementary motions:
• Partnerships – recruiting, enabling, and growing strategic alliances with system integrators, consulting firms, technology partners, ISVs, resellers, and platform marketplaces (e.g. AWS, Azure, GCP, Salesforce AppExchange) to extend DoxAI's reach and embed our AI services into broader solution stacks.
• Distribution – establishing and managing in-region distribution agreements, country partners, and indirect sales channels to penetrate new APAC markets where direct presence is not yet commercially viable.
The successful candidate will translate DoxAI's product portfolio into compelling joint value propositions, build a repeatable partner-sourced and partner-influenced revenue engine, and represent DoxAI as a senior commercial leader to C-level partner executives across APAC.
Key Responsibilities
Strategy & Planning
• Define and execute the APAC partnerships and distribution strategy, aligned to DoxAI's broader go-to-market and product roadmap.
• Identify priority markets, partner archetypes, and verticals (financial services, legal, government, insurance) where indirect channels offer the strongest path to revenue.
• Build and maintain a tiered partner framework (strategic, preferred, registered) with clear commercial models, margin structures, and engagement rules.
• Develop annual operating plans, partner-sourced revenue targets, and joint business plans with each strategic partner.
Partner Recruitment & Onboarding
• Identify, qualify, and recruit high-potential partners across system integrators, consultancies, technology alliances, and country distributors in target APAC markets.
• Lead complex commercial negotiations covering reseller agreements, referral arrangements, OEM/embed deals, distribution contracts, and co-sell frameworks.
• Design and operate a structured onboarding programme covering technical enablement, sales enablement, certification, and commercial readiness.
• Work with Legal, Finance, and Product to ensure all partner agreements protect DoxAI's IP, data sovereignty posture, and pricing integrity.
Revenue & Pipeline Ownership
• Own a quota for partner-sourced and partner-influenced revenue across APAC, with clear visibility of pipeline by partner, stage, and territory.
• Drive joint pipeline-generation activities – co-marketing campaigns, joint account planning, executive briefings, and field events – that produce qualified opportunities.
• Lead deal-level engagement on strategic opportunities, partnering with DoxAI's direct sales team to close enterprise deals through or with channel partners.
• Forecast accurately into the executive team and provide weekly, monthly, and quarterly performance reporting.
Partner Enablement & Success
• Build and continuously improve partner enablement assets, including sales playbooks, demo environments, solution accelerators, pricing guides, and competitive battlecards.
• Coordinate technical training and certification pathways with Product and Engineering so partners can independently demonstrate, scope, and deliver DoxAI solutions.
• Establish governance rhythms – quarterly business reviews, executive sponsorship programmes, and joint roadmap sessions – with each strategic partner.
• Act as the escalation point for partner issues, ensuring fast resolution and a strong partner Net Promoter Score.
Distribution & Market Expansion
• Evaluate and select in-region distributors and country partners for markets such as Singapore, Hong Kong, Japan, India, the Philippines, Indonesia, Malaysia, and New Zealand.
• Negotiate distribution agreements that balance market coverage, margin economics, exclusivity terms, and performance commitments.
• Manage distributor performance against agreed KPIs, including sell-through targets, marketing investment, and customer satisfaction.
• Identify and execute marketplace listings (AWS Marketplace, Azure Marketplace, Google Cloud Marketplace, Salesforce AppExchange) as a scalable distribution lever.
Cross-functional Leadership
• Partner closely with Marketing to develop partner-led demand generation, co-branded content, and joint event strategies.
• Work with Product Management to surface partner and market feedback into the roadmap, including localisation, integration, and packaging requirements.
• Collaborate with Customer Success to ensure smooth handover of partner-sourced customers and to expand within partner-influenced accounts.
• Engage Legal, Finance, and InfoSec on contracting, revenue recognition, and partner due diligence.
Team Leadership
• Build, lead, and coach a high-performing APAC partnerships and distribution team, scaling from a small founding team to a regional organisation.
• Set clear performance expectations, individual quotas or KPIs, and development plans for each team member.
• Foster a culture of commercial discipline, partner-first thinking, and cross-functional collaboration.
About You – Required Experience
• 5+ years in partnerships, channel sales, alliances, or distribution leadership roles within enterprise software, SaaS, or AI/data businesses.
• Demonstrated track record of building and scaling partner ecosystems that have materially contributed to company revenue (ideally 25%+ of new ARR).
• Direct experience operating across multiple APAC markets, with a working understanding of the commercial, regulatory, and cultural nuances of selling enterprise software in the region.
• Proven ability to negotiate complex commercial agreements – reseller, OEM, distribution, co-sell with global SIs, regional consultancies, and hyperscaler ecosystems.
• Experience selling into regulated industries (financial services, legal, government, insurance) where data sovereignty, security, and compliance are central to the buying decision.
• Strong commercial acumen: comfortable owning a number, building forecasts, modelling unit economics, and reporting to an executive team and board.
• Hands-on leader who can both close strategic deals personally and build the systems and team to scale beyond themselves.
• Excellent executive communicator, able to represent DoxAI credibly with partner C-suites and at industry events.
What We Offer
• A senior leadership seat at one of Australia's most ambitious sovereign AI companies, with direct influence over regional strategy.
• Competitive base salary, performance-based variable compensation tied to partner-sourced revenue, and equity participation.
• Flexible hybrid working from our Sydney office, with the autonomy to build a regional team.
• The opportunity to shape DoxAI's Global presence at a formative stage, with a clear path to broader commercial leadership.
Location: Sydney CBD, in office
Term: Initial 12 months with a view to extend
