Channel and Partnerships Manager

BindiMaps | Australia | Full time

For over a decade, BindiMaps has been building the world's first infrastructure-free indoor navigation technology - guiding people through hospitals, universities, offices, retail spaces and major events with no beacons, no hardware, and no limits. We're driven by a single mission: making every indoor space 100% accessible, so everyone can move through it with confidence and independence.

We started with accessibility and ended up solving a much bigger problem. Complex venues are confusing, wayfinding failures cost money, and nobody wants to be the person late to their appointment because they could not find the clinic.

We are growing fast and the next phase of that growth runs through partners.

This is a new position and a commercial one. Most wayfinding projects do not begin with a search for a wayfinding vendor. They begin with a building project, a digital transformation program, a signage refresh, a patient experience initiative, or a technology refresh that someone else is already leading. Our job is to be in the room when that happens.

You will build and manage the third-party network that puts BindiMaps into those conversations early: the systems integrators, builders, consultants, and technology vendors already trusted by our target venues. Success looks like a repeatable, measurable flow of qualified opportunities that our direct sales team would never have found on its own.

You will own the partner motion end to end. That means identifying who is worth partnering with, getting the relationship signed and enabled, then doing the ongoing work that turns a logo on a slide into referred pipeline.

• Map the ecosystem. Identify and prioritise the organisations that influence or control wayfinding decisions across our key sectors: hospitals and health networks, universities, aged care providers, and retail and shopping centres.

• Recruit partners across five channel types:

◦ Systems integrators and technology consultancies

◦ Builders, head contractors, and construction and fitout firms working on new builds and major refurbishments

◦ Wayfinding and signage consultants, architects, and experience designers

◦ Software providers in adjacent categories, including nurse call, patient flow and queue management, campus and facility management, and visitor management

◦ Hardware providers, including kiosk manufacturers, digital signage vendors, AV integrators, and display resellers

• Build the commercial framework. Work with leadership to define referral, reseller, and co-sell models, margin and referral fee structures, and the partner agreements behind them.

• Generate leads, not logos. Set opportunity targets with each partner, run joint pipeline reviews, and hold partners, and yourself, accountable to them.

• Enable partners to sell. Build the collateral, training, demo environments, and battlecards that let a partner's account manager confidently raise BindiMaps in front of their own client.

• Run joint go to market activity. Cobranded campaigns, joint bids and tenders, conference presence, lunch and learns, and getting BindiMaps specified into design documents and RFP scopes before they go to market.

• Work the bid cycle. Position BindiMaps into capital works and technology programs at business case and design stage, rather than at procurement.

• Own the reporting. Maintain partner records, attribution, and forecasting in HubSpot, and report on sourced and influenced pipeline to the leadership team.

• Feed the product roadmap. Bring integration requirements and market signals back from partners to our product team.

Essential

• 5+ years in channel, partnerships, alliances, or business development in B2B technology, construction technology, proptech, healthtech, or a related field

• Demonstrated experience building partner relationships from scratch and converting them into measurable pipeline, rather than managing an inherited partner list

• Comfort selling into and alongside complex organisations with long sales cycles and multiple stakeholders, including procurement, IT, facilities, and clinical or academic leadership, and capital works teams

• Commercial literacy: you can structure a referral or reseller arrangement and explain the economics to both sides

• Strong written communication, as you will be writing partner proposals, enablement material, and tender content

• CRM discipline, HubSpot or similar, and a habit of forecasting honestly

• Willingness to travel domestically for partner and client meetings, site visits, and industry events

• Australian work rights

Highly Regarded

• Existing relationships within Australian healthcare, higher education, aged care, or retail property

• Familiarity with construction and capital works procurement, or with how technology is specified into a build

• Exposure to adjacent building technologies such as digital signage, kiosks, BMS, nurse call, patient flow, IoT, or indoor positioning

• Exposure to accessibility, DDA compliance, or inclusive design

• Experience supporting international market entry

• A category with real tailwinds. Accessibility obligations, patient and student experience investment, and venue digitisation are all pushing in our direction.

• Real ownership. This is the first dedicated channel role at BindiMaps. You will set the strategy rather than inherit someone else's.

• Work that matters. Our technology means someone who is blind can navigate a hospital independently. That is the reason the product exists, and our audio navigation is endorsed by Guide Dogs Victoria.

• A growing company. We are expanding beyond Australia, and this role will shape how we build partner networks in new markets.

• Flexibility. Remote or hybrid anywhere in Australia, with the travel the role requires and not much more.

Send your CV and a short note covering one partnership you built from nothing and what it ultimately delivered. We read them.

BindiMaps is an equal opportunity employer. We build technology for people of all abilities and we want a team that reflects that. We strongly encourage applications from people with disability, Aboriginal and Torres Strait Islander people, and candidates from all backgrounds. If you need any adjustment to the recruitment process, tell us and we will make it work.