ABOUT SATELLITE OFFICE

Satellite Office is a global leader in ‘Talent as a Service’ – providing world-class offshore staffing solutions. We work with companies from global brand names to SME’s to help them build dedicated teams in the Philippines. We’re 100% Australian owned, growing incredibly fast, and now have over 1,700 staff on the books around the world.

With our unique ‘leased staff’ model we are disrupting the global $250b+ outsourcing industry. Our offshoring solutions allow our clients to access a huge pool of world class talent in the Philippines at a significantly lower cost than in Australia, the US or EMEA. We source talent across roles as diverse as Accounts Payable to digital marketing to IT developers or customer service & sales, and everything in between. We provide top tier Serviced Offices, Staff Leasing and Support Services across Recruitment, HR, Payroll and IT. Our clients range across SME, publicly-listed, private, private equity and venture capital-backed entities and have clients teams ranging from 1 to 200+ staff with us.

Satellite Office (SO) has a highly experienced management team both in Australia (our founding team is in Sydney) and the Philippines, with sales capability in the US as well. This combination of highly experienced senior executive talent in both countries provides a strong point of difference to our competitors and helps us to achieve +50 NPS ratings from our clients.

Our “internal” staffing is only ~100 (with ~1,800 staff working for our clients), so we’re still small in the scheme of things. We need people who are comfortable and thrive in a scale-up environment as we build our capability and continue to grow.

This role reports to the Chief Growth Officer who is based in Sydney. Some international travel will be required.

ABOUT THE ROLE

PARTNERSHIPS (70% focus)

Our Partnerships channel is a new element of our Growth strategy and will see Satellite Office partnering with a range of resellers, distribution partners and potentially white labellers to grow our footprint. We will need someone highly commercially astute who is able to manage our partner growth all the way from commercials & strategy, to contracting and partner acquisition, to building outstanding long term win-win partnerships which drive growth and value, all the way to partner risk management, oversight and offboarding where necessary,

Ideally you are a commercially astute B2B sales & relationship expert, with deep experience in driving growth via sales, partnerships, and distribution channels. Experience in managing complex commercial relationships to drive value for both your clients / partners and organisation.

You will need to be at your best actively seeking out, hunting and building trust with potential partners, ranging from SME experts in a particular industry, to resellers / sales agents, to industry veterans with deep networks, to PE firms and advisors. This role has a global focus, with primary attention on the US and AUS

You will bring extensive experience in partnering and building growth relationships (which experience could come from multiple different areas – not just traditional channel / partner management) and driving the growth and penetration of different portfolios. Whilst relationship management is absolutely critical, we are looking for a much broader skill set than a traditional relationship / channel manager – with an absolute emphasis on being proactive and leaning into opportunities / challenges / grey areas.

SALES OPERATIONS & ENABLEMENT (30% focus)

We are also rapidly scaling our sales, marketing and growth team to keep up with market opportunity and achieve our ambitious growth objectives. We are currently lacking some of the core processes, systems, reporting, enablement and discipline to really do this at scale as we go from 2 salespeople to 6 over the coming 6 months, and double our marketing $ investment.

We have the foundations from a tech stack perspective, and the basics are in place from a reporting / tracking / insights perspective to handle current volume, but now is the time to get the engine really humming. What’s the right tech stack? Are we optimising AI in our outreach activities? Is content and marketing effectively integrated with sales sequences? Where can we optimise our conversion funnel? . . . .

This will be a key “right hand” to the CGO (allowing them to focus more on business development) and the Growth leadership team, leading a critical channel to support our growth, as well as managing the Sales Operations as we scale.

GENERAL

This role will require a combination of strategic management, commercial & financial management, sales & partnerships savvy, and an unwavering commitment to delivering outstanding service to our clients. The ability to coordinate multiple internal stakeholders / teams to offer a seamless experience will be critical

This role is all about driving our growth ambitions. Satellite Office has reached the scale and success we are today due largely to our genuinely best-in-class product offering and great people, but to get us to where we’re going next and support our ambitious growth targets, we need to up our game when it comes to partnerships / distribution channels and sales operations. This is where you come in.

PREFERRED EXPERIENCE

10+ years experience in roles with experience across strategic partnerships / commercial leadership / strategy / strategic account management
5+ years B2B experience – ideally in BPO, SaaS / software, financial services / payments, systems integrators
“Front line” experience optimising sales operations, enablement, tools & automation, sales processes & sequences, integration with marketing, etc. This could come from being a practitioner (e.g. SDR/BDR/outbound sales manager) or an enabler (e.g. sales ops, enablement)
Commercial analysis / pricing / deal structuring experience – you must have the financial nous and skills to structure business cases and pricing analyses for partners
Ability to drive sales / growth outcomes via outstanding relationship skills
Experience (and enjoyment!) in unstructured / early stage environments preferred – every day will be different and there are plenty of new and novel opportunities and problems to solve for that will require a willingness and ability to learn fast
Proven experience building systems and processes to maximise performance whilst maintaining creativity
Achievement of significant growth from new and existing clients and partners – demonstrated track record of commercial partnerships growth
Ability to influence and coordinate across multiple parts of the organisation to deliver outcomes for clients and partners, managing and directing virtual teams
Enterprise through to SME sales experience – you’ve got to enjoy building relationships and selling (having said that – we are all about partnering and “sales through service”, not hard selling)

(NOTE – we don’t expect anyone to tick ALL of these boxes . . . if you think you’re a good fit, back yourself)

PERSONAL SKILLS AND QUALITIES

Excellent communication skills, both written and verbal
Strong business acumen – you really know your numbers and performance for all of your channels, partners, teams, etc
Develop strong business relationships with “key players” in the respective industry and partner with existing clients to understand & align with their strategy. Highly credible
Versatile sales skills able to be applied across multiple different types of clients / partners / opportunities
You will need to win new partners from scratch so a willingness and desire to target and engage new prospects directly via multiple channels
Results oriented – good ideas are good, but quality execution and results are better 😊
Strategic and entrepreneurial mindset
Unwavering focus on delivering outstanding experience for our clients – strong partnerships and relationships will be critical to success
Excellent management / organisational skills
Strong attention to detail and quality delivery
Ability to work unsupervised as an individual contributor
Got to be a “hustler” – someone who thrives on new challenges, putting yourself out there. You’ll be the one who needs to make things happen.

WHAT WE OFFER

Global, growing business, disrupting the market
Sydney-based executive team
Startup culture, operating at pace
Genuine, no-politics, in it together team

Satellite Office Jobs

Head of Partnerships and Sales Operations