Impress employers and recruiters.
Choose from hundreds of resume examples.

Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

About the Role

We are seeking a Partners Lead to manage and grow relationships with key partners, including cloud platforms, data platforms, technology vendors, and SIs. This role is crucial for driving partner-sourced and partner-influenced revenue by building joint business plans, facilitating co-sell opportunities, and securing marketplace listings.

Responsibilities

• Own the partner portfolio, managing relationships with hyperscalers, data platforms, industrial technology partners, and global SIs.
• Build and review joint business plans with key partners on a regular cadence.
• Maintain regular contact between senior stakeholders on both sides.
• Prioritize partner engagement based on strategic importance.
• Develop co-sell plays to integrate partners into deals and vice versa.
• Ensure partner activities are registered as pipeline through the Commercial team.
• Align sales teams and partner sales teams on named accounts.
• List Orbital on Azure, AWS, and GCP marketplaces to enable transactability.
• Configure partner co-sell platforms for deal registration and closure.
• Understand and leverage partner programs, portals, and incentive structures.
• Carry and achieve a revenue target for partner-sourced and partner-influenced ARR.
• Develop go-to-market plays for each partner tailored to customer industries and sales cycle stages.
• Report on partner pipeline and revenue against targets.

Requirements

• Proven experience running a partner, alliance, or channel function that generated measurable revenue.
• Experience with hyperscaler co-sell processes, including deal registration, partner portals, and marketplace listings.
• Ability to build and enforce joint business plans with large partners.
• Capacity to carry and achieve a partner-influenced revenue number.
• Comfortable engaging with both partner executives and enterprise customers.
• Sufficient knowledge of chemicals, energy, and process plants to conduct meaningful conversations.

Skills

• Partner relationship management
• Alliance management
• Channel management
• Co-sell strategy
• Cloud marketplace operations
• Deal registration
• Revenue generation
• Business plan development
• Executive engagement
• Industry knowledge (chemicals, energy, process plants)

Location

• Remote

Work Type

• Full-time

Experience Level

• Mid-level
• Senior-level

About the Company

• Applied Computing was founded in 2023 to build Orbital, a physics-informed foundation model for energy operations.
• We operate in the oil and gas, refineries, and petrochemicals industries.
• Our mission is sustainable abundance for a growing planet.
• Orbital is an AI foundation model designed for energy operations, enabling companies to use AI at scale, harness operational data, and optimize in real time.
• We have raised over $32 million, including a significant seed round for an AI company in the UK.