Commercial Team Lead

Commercial Team Lead (Channel and Enterprise) | Perth, WA

Pentanet is a relationship‑led connectivity business built around high availability, responsiveness, and a customer experience standard we call “Pentaspec”. This is a fast‑moving, partner‑centric environment where ownership and follow‑through matter.

Reporting to the Managing Director, the Commercial Team Lead is the senior commercial role responsible for leading Pentanet’s channel partner and enterprise sales function. You will own the commercial relationship with our MSP and IT channel network across Western Australia (primarily Perth) and selected national partners, while also targeting direct enterprise opportunities.

You will lead a small team (Account Managers plus Partner Support and Commercial Administration), providing direction, coaching, prioritisation and oversight to ensure partners and customers receive a consistent, high‑touch experience.

Partner and enterprise sales leadership

• Own a portfolio of channel partners and direct enterprise accounts, driving retention and growth, and acting as the primary escalation point for key partners.
• Manage the end‑to‑end sales cycle across partner‑led and direct opportunities, including discovery, solution alignment, proposal development, pricing, negotiation, contracting, and handover to delivery.
• Identify, prospect, and progress direct commercial and enterprise opportunities for high value services.

Business development and partner growth

• Attend and host industry networking events; build a pipeline of self‑generated leads through structured business development and market activity.
• Develop and execute a channel partner growth plan to expand the partner network (WA‑first, with national capability where relevant).
• Drive continual improvement of the channel and wholesaler program (partner proposition, engagement cadence, enablement assets) and perform regular in‑house days with key partners.

Leadership, compliance, and operating rhythm

• Lead, coach and support the Commercial team, allocate partner and account ownership, and maintain strong governance and escalation pathways.
• Maintain accurate pipeline and activity records and high data hygiene across CRM plus customer applications and orders.
• Ensure compliance with relevant policies and regulatory guidelines (including TCP Code, TIO and ACCC).
• Prepare the monthly Commercial department report for the Executive team (performance, wins, pipeline, risks, focus).

Vendor engagement

• Maintain key vendor relationships that support Commercial pricing competitiveness and access to incentives (including MDF and rebates).

What we are looking for

Essential

• Demonstrated experience in B2B sales, account management, and relationship‑led growth within the Perth channel market (MSPs/IT providers), with capability to operate nationally where required.
• Strong solution selling and commercial closure capability, plus proven performance against targets.
• Ability to influence senior stakeholders and represent the business confidently in partner and enterprise environments.
• Demonstrated capability to lead and support a small team with accountability and prioritisation.
• Strong commercial acumen with pricing discipline aligned to gross profit targets.

Desirable

• Experience in a channel‑focused vendor, distributor, telco, MSP, or cloud/tech provider environment, and comfort maintaining vendor relationships for commercial outcomes (pricing, incentives, MDF, rebates).

Working style and expectations

This role operates with a high degree of autonomy and flexibility, including attendance at industry events and regular partner engagement. There is an expectation of adapting working hours when required to support business needs across time zones.

Pentanet values

Our values include Impactful Innovation, Good Connections, We Meme Business, PentaFam First, and Be The Supercar.

Apply

If you are a relationship‑first commercial leader who can grow a WA MSP channel, run an enterprise pipeline, and uplift a high‑touch partner program, we would like to hear from you. Please submit your CV and a short cover note outlining your relevant channel and B2B sales experience.