Introduction:
Who We Are...
Founded in 2002, ELMO Software has evolved from a pioneer in HR technology to the definitive leader in workforce innovation. We are the Complete AI Workforce Platform, providing a seamless, end-to-end ecosystem for over 2,000 mid-sized organisations and one million users across Australia and New Zealand.
We don’t just manage workflows; we transform them. By integrating cutting-edge automation and ISO-certified security, ELMO empowers HR professionals to move beyond administration and lead at the executive table. Whether it’s streamlining the employee lifecycle or delivering real-time data insights, our platform is built to scale, adapt, and reimagine what’s possible for the modern workforce.
Life & Culture...
At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine.
Some of our benefits include:
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Hybrid work set up
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Birthday leave, YOU day each year, as well as connecting people leave
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Inhouse Learning and Development initiatives
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ELMO Social and Diversity clubs
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Wellbeing initiatives such as boot camp, yoga etc.
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Mental Health/EAP programs
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Flare Benefits (great discounts, novated leasing, salary sacrifice)
Our Values:
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Reimagine What's Possible - We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do
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Obsess over Customers – Everything we do is designed to positively impact our customers.
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Help Others Thrive - Be they colleagues, communities or customers, we champion ways to help others thrive.
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Be Fearlessly Optimistic - We bring unwavering positivity to any challenge, as we know it will drive meaningful change.
Description:
Job Description
The Partner Business Development Manager is a senior, revenue-owning role responsible for building and scaling ELMO’s strategic partner ecosystem across ANZ. As ELMO transforms the market with The Complete AI Workforce Platform, this role is growing revenue through, with, and alongside Strategic HR Advisory firms, Integration and Technology Partners and Channel Partners.
You will bring a contemporary, AI-era approach to partner sales - building joint value propositions, activating co-sell motions, and embedding ELMO’s AI-powered workflows inside the advisory and technology ecosystems that serve the ANZ workforce.
Key Responsibilities:
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Revenue Ownership: Carry and deliver an annual partner revenue quota across sourced, co-sell, influenced, and resell motions.
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Strategic Portfolio: Own the end-to-end lifecycle of strategic partners spanning HR Advisory firms, Integration and Technology Partners (ISVs, SIs), and Channel Partners
- Joint Value Proposition: Work with Product and Marketing to define propositions built on ELMO’s AI Workforce Platform.
- Co-Sell Execution: Lead co-sell motions, aligning account plans and converting partner-attached opportunities alongside the direct sales team.
- Partner Recruitment: Identify, qualify, and recruit new partners aligned to the Ideal Partner Profile
- Executive Alignment: Build and sustain trusted relationships with partner executives, establishing ELMO as a strategic platform bet
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Enablement: Own the enablement agenda, equipping partner teams with product knowledge, AI fluency, and commercial tools.
Skills and Experiences:
Skills and Experience
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Professional Experience: Minimum 7 years’ experience in partner & channel management within enterprise SaaS — ideally in HR tech, workforce, or ERP categories.
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Proven Track Record: Experience carrying and exceeding a revenue quota through indirect, co-sell, and resell motions.
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Ecosystem Expertise: Experience building and scaling a diverse partner mix
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Commercial Acumen: Ability to structure deals, joint business plans, and co-funded investments that create mutual value.
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AI Proficiency: Ability to work fluently with AI and translate the shifts it is driving in B2B software into partner strategy.
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Technical Integration: Experience working alongside technology partners, including APIs and marketplace ecosystems.
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Executive Presence: Able to hold C-level conversations both inside partner firms and within ELMO.
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Education: Tertiary qualification in Business, Commerce, or similar preferred.
Apply now and be part of the team shaping the future of work at ELMO!
ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team. We are also committed to advancing reconciliation at ELMO through our Reflect Reconciliation Action Plan (RAP). We believe in building a diverse team. Please let us know if you need any adjustments to participate equitably in the recruitment process.
At ELMO, we are passionate about empowering HR with responsible, secure and safe AI, aiming to be among the first in Australia and New Zealand to achieve ISO 42001:2023 certification. Handling sensitive employee data necessitates strict adherence to our ISO 27001:2022 Certified security policies, making data privacy and security paramount in every role.
Please note: Our internal Talent Acquisition team has got this covered, we’re not open to using an agency for this role.
