The opportunity
Toast is the global leader in restaurant Point of Sale (POS) and local commerce technology solutions that help merchants operate their business, increase sales, engage guests, and keep employees happy. Our mission is to help restaurants, and other small business owners thrive in…
What you'll do
Own the sourcing, negotiation, and management of a portfolio of integration: partners across Australia and APAC, serving as the primary relationship owner and strategic point of contact.
Build Toast's integration coverage strategy in a new market from scratch,: closing ecosystem gaps that impact deal-win rates and customer satisfaction.
Design and stand up Toast's channel partner strategy for Australia from the: ground up - including identifying, recruiting, and managing resellers, referral partners, and consultants to drive new lead generation.
Define the channel partner program structure (recruitment criteria,: engagement model, incentives, and enablement) in the absence of an existing playbook, adapting global learnings to the local market.
Manage the end-to-end partner lifecycle for both integration and channel: partners - from identification, evaluation, and contracting through onboarding, enablement, and renewal.
Partner closely with Product, Sales, Customer Success, Legal, and Dev Rel to: prioritise the right integrations and ensure a smooth post-integration onboarding experience for customers.
What they're looking for
- Develop and track KPIs across both integration and channel partner: performance (e.g., deal-loss mitigation, partner adoption, referral volume, partner-sourced pipeline), using data to inform prioritisation and report to leadership.
- Lead regular business reviews with partners to align on goals, share: performance insights, and identify opportunities for expansion.
- Negotiate partner contracts confidently, balancing commercial and strategic: considerations to drive long-term ecosystem value.
- Collaborate with global International Partnerships leadership to ensure: regional priorities stay aligned with broader company strategy, while operating with significant autonomy as the on-the-ground owner in a new market.
