Partnerships & Innovation Lead
Location:
Sydney or Remote (AU)
Employment Type:
Full Time, Hybrid
Salary:
$150,000 - $160,000 base + $100,000 commission (OTE $250,000)
About the Role
We are looking for a Partnerships & Alliances Lead to drive commercial growth by expanding and deepening our partner ecosystem across cloud providers, distributors, VARs, system integrators, and strategic technology partners.
While the role covers the full partnerships landscape, the primary focus is on the relationship with AWS. This includes building strong engagement with AWS account teams, unlocking co-sell opportunities, and positioning our solutions as a preferred choice across the AWS ecosystem.
The role suits someone with strong experience in cloud or channel partnerships who is looking to operate in a high-growth environment and translate partnerships into meaningful commercial outcomes.
Position Summary
Modern technology platforms rarely scale through direct sales alone — they grow through ecosystems. This role ensures our partner network across ANZ and globally becomes a multiplier for adoption, revenue, and long-term strategic influence.
You will own the end-to-end lifecycle of partnerships:
Identifying high-value partners
Onboarding and enabling them
Leading joint go-to-market activities
Supporting co-sell and co-delivery motions
Tracking performance and scaling what works
The partnership portfolio includes cloud alliances, vertical-specific partners, enterprise integrators, and channel partners — with AWS as the top priority.
Key Responsibilities
1. Lead & Grow the AWS Partnership (Primary Focus)
Build deep relationships with AWS account managers, partner managers, and field teams.
Ensure our solutions are known, understood, and preferred by AWS teams across relevant industries.
Identify and accelerate joint co-sell opportunities.
Participate in customer meetings, architectural conversations, and opportunity shaping alongside AWS.
Leverage AWS partner programs, marketplace presence, and incentives to drive pipeline growth.
2. Broader Partner Ecosystem Development
Identify, onboard, and enable a network of:
VARs and distributors
System integrators
Cloud providers (AWS primary; Azure/Dell/NVIDIA optional but beneficial)
Vertical partners across energy, utilities, transport, and critical infrastructure
Develop joint value propositions tailored to each partner type.
Define success plans and partner enablement frameworks.
3. Joint Go-to-Market Execution
Collaborate with Sales, Product, and Marketing to create compelling partner-facing narratives.
Drive joint marketing campaigns, webinars, industry showcases, and partner events.
Support regional and sector-specific co-sell motions.
4. Partnership Operations & Commercial Influence
Negotiate and manage partnership agreements across strategic, commercial, and technical dimensions.
Track and report on partner-sourced and partner-influenced revenue.
Build internal visibility around partnership wins, insights, and blockers.
Iterate partner programs to improve engagement, pipeline contribution, and conversion.
5. Representation & Ecosystem Presence
Represent the organisation at partner summits, cloud events, industry forums, and sector conferences.
Act as the face of the partnership ecosystem and expand our influence across the market.
Support early discovery and opportunity shaping with enterprise customers alongside partners.
Required Skills & Experience
5+ years in partnerships, alliances, channel sales, or business development within B2B SaaS, cloud, or enterprise technology.
Experience working with or within cloud ecosystems — ideally AWS (primary requirement).
Proven ability to manage partners end-to-end: identification ? onboarding ? enablement ? revenue.
Comfort engaging with technical and commercial stakeholders across cloud, data, SaaS, or real-time analytics.
Strong commercial acumen; confident negotiating partnership terms and co-selling motions.
Excellent communication and stakeholder management skills across executive, sales, and technical audiences.
Nice to Have
Experience with cloud providers beyond AWS (Azure, Dell, NVIDIA).
Exposure to industries like energy, utilities, public safety, transport, or infrastructure.
Understanding of AI, computer vision, drone-based data, or geospatial analytics.
Familiarity with CRM/PRM tools for partner performance tracking.
Who This Role Suits
Someone who understands AWS well but is also comfortable operating across a broader ecosystem.
A partnerships operator who wants to see direct commercial impact from their work.
A fast-moving, hands-on problem-solver who prefers building the engine rather than inheriting a finished system.
Someone motivated by high-growth environments, autonomy, and clear commercial outcomes.
Success Looks Like
AWS account teams proactively bringing you into opportunities.
Multiple partners actively co-selling and generating a measurable pipeline.
Clear partner enablement frameworks in place across the ecosystem.
Scalable, repeatable co-sell motions that extend across industries.
A balanced, high-impact partnership portfolio with AWS as the strongest channel.
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