Head of Partnerships (Perth, Australia)

About icetana

icetana uses AI to keep people safe across large-scale surveillance networks. After our strongest financial year to date, we’re scaling a global business from Perth, Western Australia. Our technology is already trusted by major enterprises.

Why join us now? The product is proven, our key distribution partners are in place, and the Australian retail market is ready to scale. The next phase is focused, disciplined growth - and this role sits at the centre of turning that opportunity into repeatable revenue.

The Role

As Head of Partnerships, you will own and scale icetana’s partner-led growth model. This is a senior, hands-on role focused on partner enablement, accountability, and repeatability - not partner volume and generally not direct selling. icetana doesn’t scale by signing lots of partners. We scale by making a small number of world-class distributors incredibly effective, and we are starting with the Australian retail market.

What You’ll Be Responsible For

• Leading partner-led enterprise deals and a small number of strategic accounts
• Personally leading senior relationships with key partners
• Enabling partners to sell, trial, and deliver icetana independently
• Building partner enablement programs, playbooks, and training
• Establishing partner KPIs, scorecards, and QBR cadence
• Owning the Distributor Operating Model (agreements, pricing, trials, margin logic) as a single operating system
• Enforcing clarity and discipline - defining what is standard vs exceptional
• Forecasting and reporting partner pipeline and performance
• Supporting focused geographic expansion via distributor-led models
• Leading and developing our existing sales team (and growing the team at the right time)
  

What Success Looks Like

• Revenue and pipeline growth driven primarily by two major partners
• Repeatable traction in Australian retail
• High adherence to the Distributor Operating Model
• Partners independently pitching, trialling, and converting customers
• Sales and retention targets, naturally
  

About You

You’re a commercially sharp, structurally minded leader who enjoys building systems that scale.

You’re not motivated by chasing personal goals at the expense of the bigger picture. You want to be part of a team, invested in the long-term success of the business, and genuinely excited by the journey of building something meaningful. You’re comfortable with the pace, ambiguity, and occasional volatility that comes with a scaling company - and you see equity and long-term value creation as a feature, not a risk.

You bring:

• Proven experience driving revenue through indirect / partner-led models
• Strong commercial and contractual negotiation capability
• Credibility with senior executives at large, complex partners
• Sound judgment on when to lean in hard - and when to step back
• Comfort operating across regions, cultures, and stakeholder styles
• A bias toward repeatable systems over one-off heroic deals

You’re charismatic and highly effective at building durable, trust-based relationships - confident and engaging, without being salesy or transactional. You’re accountable, direct, and commercially hungry, with a modern mindset toward partnerships and growth.

You’re smart, grounded, and straight-talking. We value clarity over spin, ownership over excuses, and leadership over sales theatrics. If you’re energised by responsibility, strategy, and building something that lasts, you’ll fit right in.