Who are we?
Tecala is one of Australia’s most awarded and fastest-growing ICT managed services providers. We’re a certified Great Place to Work, a repeat name on Australia’s Best Workplaces in Technology list, and a top-ranked performer in the global MSP 501 — recognised as the leading Australian mid-market Managed Service Provider.
We partner with progressive, forward-thinking organisations that share our belief that technology should make business bolder, faster and smarter. We’re just as invested in your growth as we are in our own — and we think the two should go hand in hand.
About the role
The Manager – Revenue Operations & Partner Alliances is a key operational leader supporting the Chief Revenue Officer in driving commercial excellence, predictable revenue performance, and strong partner ecosystem outcomes. This role ensures alignment, visibility, and efficiency across Sales, Marketing, and Customer Success by optimising commercial workflows, enabling data-driven decision making, and strengthening strategic vendor/partner relationships.
This role leads Tecala's Partner & Alliance Program and oversees revenue operations frameworks, systems, processes, and governance across the commercial organisation.
We are open to candidates that are based in Melbourne or Sydney.
Key responsibilities will include (but are not limited to):
Partner & Alliance Program
- Maintain and grow productive relationships with strategic vendor and alliance partners.
- Coordinate with partners to prioritise, plan and manage all business activities associated with the respective plan.
- Work with strategic partners to develop new business opportunities.
- Maintain a register of qualifications and certifications with appropriate vendor partners.
- Co-ordinate partner activities with the Sales Team, Marketing and Services teams to maximise business development activities through partners.
- Review and revise business plans based on partner needs.
- Oversee any partner rewards and recognition programs.
- Maintain a formal contact matrix and meeting/review cadence.
- Educate partners and alliances on Tecala capabilities through enablement sessions.
- Develop and provide thought leadership content to partners and alliances.
- Oversee partner & alliance generated opportunities through to close.
- Own partner attribution governance: maintain the partner deal registration process and the Partner Sourced classification framework in the CRM, ensuring opportunities are classified as partner-originated or partner-influenced at or before Proposal stage, and support the quarterly attribution audit.
- Secure and utilise MDF (Market Development Funds) from vendor and alliance partners against the annual plan, in coordination with Marketing and Finance.
- Own partner program tier status: hold or advance every partner certification tier year on year, with no tier going backwards.
- Identify, sign and activate new partner and alliance relationships that expand Tecala's offering, with activation meaning a partner plan in place and registered opportunities in the pipeline.
Revenue Operations & Commercial Enablement
- Operate as the CRO's key operational leader to ensure clarity, cadence, and execution of commercial priorities.
- Build and manage commercial operating rhythms including pipeline governance, forecast reviews, and performance dashboards.
- Own forecast and pipeline governance disciplines to audit-ready standard: stage discipline, close-date hygiene and opportunity ageing, consistent with the quality gates in the FY27 incentive plan.
- Ensure high-quality CRM data, reporting accuracy, and adoption of commercial systems (e.g., HubSpot, marketing automation, analytics tools).
- Partner with Sales Leaders to optimise sales processes, qualification frameworks, and pipeline discipline.
- Develop scalable revenue processes across the customer lifecycle — prospecting, sales, onboarding, expansion, renewal.
- Translate commercial strategy into actionable operational plans with measurable KPIs.
- Identify process bottlenecks, inefficiencies, or risks and implement continuous improvements.
Commercial Intelligence, Reporting & Insights
- Provide the CRO and leadership team with insights on revenue health, sales effectiveness, partner performance, and customer lifecycle metrics.
- Build and maintain real-time dashboards and forecasting models to inform decision making.
- Track and report on commercial KPIs including:
- revenue targets and attainment
- pipeline coverage and conversion
- partner-sourced revenue
- customer retention metrics (in partnership with Customer Success)
- Conduct analysis of trends, opportunities, and commercial risks.
- Support investor reporting, board packs, and strategic planning activities.
Cross-Functional Collaboration & Alignment
- Work closely with Sales, Marketing, Customer Success, Product, Technology, and Finance to ensure commercial alignment.
- Drive consistency in sales methodology, account management practices, and commercial hygiene.
- Partner with Finance on pricing, margin, and profitability analysis.
- Support onboarding and training of commercial team members in processes, systems, and tools.
- Enable seamless coordination between teams during service launches, campaigns, and partner initiatives.
What we're looking for
Required skills and experience
- Experience or knowledge of Hybrid Cloud, IT Managed Services, Security Services, Networks / Communications and Automation.
- 5+ years of experience in revenue operations, sales operations or commercial operations, with experience supporting senior commercial leadership.
- Proven track record of building and running forecast, pipeline governance and commercial reporting cadences.
- Strong stakeholder leadership: able to influence across Sales, Marketing, Finance and Delivery without direct authority.
- Excellent communication and interpersonal skills.
- Ability to analyse data and use insights to drive strategy.
- Deep working knowledge of CRM (Customer Relationship Management) platforms, ideally HubSpot: data quality governance, deal registration and attribution, reporting and user adoption.
- Experience managing vendor, partner or alliance relationships, including partner planning, enablement and partner-sourced pipeline development.
- High level of motivation, initiative, and accountability.
- Ability to thrive in a fast-paced, dynamic environment.
What we can offer you
- A supportive, inclusive, Great Place to Work certified environment.
- Paid birthday leave and health & wellbeing days.
- Ongoing learning & development, plus paid certifications and study support.
- Clear career pathways and the chance to broaden your career beyond a traditional role.
- Reward & recognition program and an employee referral bonus.
- Hybrid and flexible working.
- Employee discounts and an Employee Assistance Program (EAP).
Note: As an essential part of our hiring process, you will be required to undertake a National Criminal History Check.
How to apply
If you’re excited about the opportunity to make a difference — and you meet the musts and tick some maybes — apply now. Please include a cover letter and CV to support your application.
No agencies, please.
We foster a work environment that is inclusive and diverse, where our people can be themselves. Every idea and perspective is valued, and we welcome applications from suitably qualified candidates across the range of underrepresented communities.
