Company OverviewFounded in 2014 and listed on the ASX since 2015, Superloop is a leading telecommunications company that provides innovative connectivity solutions for Australian homes, businesses, and wholesale customers. The company aims to enable better internet experiences by empowering challenger retail brands to gain a larger market share through its cutting-edge Infrastructure-on-Demand platform.Superloop operates across three key market segments:Consumer Connectivity: Delivering high-speed internet services tailored to the needs of residential customers, including the latest technologies such as gigabit-speed NBN plans and fixed wireless options.Business Network and Security Solutions: Offering robust, scalable network solutions and cybersecurity services for businesses of all sizes, designed to enhance operational efficiency and safeguard digital assets.Wholesale Connectivity: Supporting wholesale partners with reliable and flexible network infrastructure, enabling them to provide superior services to their end-users.These services leverage Superloop's significant investments in physical and digital infrastructure, including:An extensive fibre network connecting major data centres, metro areas, and regional hubs.Subsea cable systems providing international connectivity.Fixed wireless technologies ensuring coverage in hard-to-reach areas.Proprietary software platforms driving automation and performance optimisation.Recent Highlights from 2024:Superloop Named One of Australia’s Fastest-Growing Companies: Recognized for its robust financial growth, customer acquisition, and strategic market expansions.Landmark Wholesale Agreement: Superloop secured an exclusive six-year partnership with Origin Energy to provide wholesale internet services, including the migration of approximately 130,000 broadband customers. This deal is projected to generate over $19 million in annualised EBITDA.Industry Recognition: Superloop was awarded Palo Alto’s ‘A/NZ Managed Services Security Provider of the Year’, highlighting its excellence in cybersecurity solutions.Key Partnerships:Launtel signed with Superloop to gain reliable nationwide POI (Points of Interconnect) access, reinforcing its position as a trusted partner for ISPs.Leaptel partnered with Superloop in a national backhaul deal, leveraging Superloop’s extensive infrastructure to enhance service delivery.Strong Financial Growth: In FY2024, Superloop reported a 30% revenue increase to $420.5 million and a 45.2% rise in underlying EBITDA to $54.3 million, surpassing earnings guidance. The customer base grew significantly, with over 87,000 net new additions, totalling more than 455,000.Strategic Acquisitions: Recent acquisitions, including Exetel and VostroNet, have strengthened Superloop’s market presence and enhanced its service portfolio.With its commitment to innovation and customer-centricity, Superloop has become a trusted connectivity partner for hundreds of thousands of homes and businesses daily. Its competitive edge lies in combining state-of-the-art infrastructure with an agile approach to delivering seamless, high-quality internet services.To learn more about Superloop’s offerings and vision, visit www.superloop.com.Business Unit OverviewConsumer Unit:The Consumer unit represents the core of Superloop's retail operations, dedicated to upholding our promise of delivering Superfast, Super reliable, and Super easy internet access to Australian homes. As one of Australia's fastest-growing Retail Service Providers (RSPs), we are redefining the standards for connectivity and customer experience.Within the Consumer unit, your role is pivotal in uniting systems, processes, and people to deliver exceptional experiences across every customer touchpoint throughout their lifecycle.The Superloop Home Broadband team serves as the front line of our retail connectivity brand. This team is the driving force behind our mission, leveraging a robust contact centre to create positive customer interactions and ensure the reliability and availability of our services.The Engine of GrowthThe Superloop Home Broadband team underpins our residential brand’s success by fostering growth through:Team Development: Equipping our people with the skills and knowledge to excel in a dynamic and competitive environment.Continuous Process & Product Improvement: Cutting-edge products, Innovating workflows and systems to enhance efficiency and responsiveness.Industry-Leading Customer Service: Setting benchmarks for customer satisfaction by delivering seamless and personalised support at every interaction.Our Approach to Customer SuccessAs a customer-focused team, we deliver solutions that combine technical excellence with empathetic service. By leveraging a deep understanding of our products and exhibiting superior customer service skills, we aim to exceed customer expectations in every interaction.Join us in driving the success of Superloop as a brand synonymous with speed, reliability, and simplicity, while empowering Australian homes with world-class internet services.Role PurposeWe seek a highly skilled and experienced Indirect Channel Sales & GTM Manager to join our dynamic team in Australia's broadband industry. The Indirect Channel Sales & GTM Manager plays a critical role in driving Superloop’s sales growth by managing and optimising indirect channels, small-to-medium business (SMB) product strategies, and direct sales operations. This position is responsible for developing and executing sustainable strategies to enhance channel partner sales performance, mentor direct sales teams and penetrate the SMB market. Through collaborative partnerships, innovative GTM initiatives, and a strong focus on customer experience, the role ensures alignment with Superloop’s broader objectives of delivering super-fast, reliable, and easy internet solutions.Key ResponsibilitiesIndirect ChannelsDevelop and implement a sustainable channel strategy to drive long-term business growth and align with Superloop’s objectives.Serve as the primary contact for indirect channel partners, ensuring prompt resolution of partner queries and escalations.Create, execute, and monitor joint business plans with partners to achieve shared goals, enhance capabilities, and identify growth initiatives.Drive annual sales targets by optimising partner performance and identifying new market opportunities.Develop and deliver training programs to equip partners with up-to-date knowledge of Superloop’s products, processes, and systems.Identify and onboard strategic channel partners to expand market reach and align with Superloop’s growth objectives.Analyse partner performance and market trends to inform strategic decisions and improve outcomes.Provide regular progress reports to management on partner performance, key initiatives, and alignment with targets.Conduct monthly quality assurance analyses to ensure compliance and uphold interaction quality standards.Oversee the monthly reconciliation process to ensure accuracy and accountability in partner accounts.Small-to-Medium Business (SMB)Design and execute a robust SMB strategy to drive growth and increase market share through digital and direct channels.Collaborate with cross-functional teams to lead GTM (Go-To-Market) product ideation and develop innovative solutions tailored to SMB customers.Manage the budget for SMB initiatives, ensuring cost-effective resource allocation and alignment with overall business goals.Act as the primary representative for the SMB channel, ensuring effective communication and prompt resolution of escalations.Implement and monitor growth plans for the SMB segment, leveraging digital campaigns and direct engagement strategies.Achieve annual sales targets by optimising SMB operations, driving customer retention, and identifying new business opportunities.Proactively identify and onboard new SMB opportunities to strengthen market presence and ensure sustainable growth.Provide regular performance updates to management, including progress on sales targets, customer activities, and business initiatives.Direct ChannelMentor and guide direct sales teams to achieve performance targets and foster professional growth.Train and coach team members on effective sales techniques and customer engagement strategies.Identify and implement process improvements to enhance team efficiency and effectiveness.Budget Management:Work closely with the Business Finance team in creating threadbare budgets, ensuring optimal allocation of resources and efforts in achieving themGross revenue, ARPU, Speed Plan Distribution, Multi Product Attachment rates and GM% will be the key deliverablesQualifications and ExperienceEducational Background:Bachelor’s degree in Electronics, Economics, Marketing, Business Administration, or a related field.A Master’s degree, especially an MBA, is desirable.Professional Expertise:Extensive experience in partner channel sales management or a related role within the broadband industry or similarly dynamic sectors.Proven success in managing aggregator indirect sales partners, focusing on driving performance and growth.In-depth understanding of the Australian channel sales landscape, including Sales and Go-to-Market (GTM) strategies.Technical Knowledge:Familiarity with telecommunications and broadband terminologies to effectively communicate and strategies within the sector.Strong analytical skills to interpret and leverage customer data for actionable insights and strategic decision-making.Core Competencies:Exceptional communication and interpersonal skills to collaborate across cross-functional teams and engage effectively with partners and customers.Demonstrated project management skills with the ability to prioritise tasks, manage multiple initiatives, and deliver results in a fast-paced environment.A results-oriented mindset with a track record of achieving performance targets and driving business growth.Additional Qualities:A passion for innovation, adaptability in a dynamic market, and a strong focus on building sustainable relationships with channel partners to ensure long-term success.This combination of qualifications and experience ensures the ability to lead strategic initiatives, foster strong partnerships, and contribute to Superloop’s mission of delivering superior connectivity solutions.
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