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About the Role
This is a new role reporting to the CTO, with scope to shape vendor partnerships and grow into a commercial leadership position. The Vendor Partnerships Lead will own and grow Softwire’s relationships with cloud, data, and AI vendors crucial to the company's work.
Responsibilities
- Own Softwire’s relationships with core partners: AWS, Microsoft/Azure, and Anthropic, acting as the main point of contact.
- Build relationships with the wider partner ecosystem, including Google Cloud, Databricks, Snowflake, Vercel, and OpenAI.
- Own the plan for achieving and maintaining partner tiers, competencies, and specializations.
- Track certification progress across the company and manage partner portals, program requirements, and renewals.
- Collaborate with Client Directors and practice leads to identify co-sell opportunities and involve partners in client conversations.
- Identify and secure partner funding and investment programs.
- Support go-to-market sales activities where vendor collaboration is key to client success.
- Report on partner-sourced and partner-influenced pipeline and partnership health to the CTO and leadership team.
- Drive technical enablement across engineering and consulting teams.
- Leverage partner training, labs, early-access programs, and solution architect support.
Requirements
- Significant experience in partner or alliance management with major cloud or AI vendors (consultancy, systems integrator, or vendor side).
- Solid working knowledge of partner programs (e.g., AWS Partner Network, Microsoft AI Cloud Partner Program), including tiers, competencies, designations, and certification requirements.
- Track record of advancing partnerships measurably (e.g., tier upgrades, co-sell wins, funded engagements, partner-sourced pipeline).
- Sufficient understanding of cloud, data, and AI platforms for credible conversations with engineers and vendor solution architects.
- Experience working in or closely with a professional services business and understanding of consultancy sales and delivery.
- Strong stakeholder management skills and confidence to influence senior internal and partner stakeholders.
- Desirable: Experience with AI platform partnerships (e.g., Anthropic, OpenAI) or data platform partnerships (e.g., Databricks, Snowflake).
- Takes ownership and defines processes.
- Organized and persistent in managing partner programs.
- Builds trust quickly and is a preferred contact for partner teams.
- Leads through influence to gain prioritization from engineers and practice leads.
- Thinks commercially and prioritizes high-impact activities.
- Curious about AI and cloud and stays updated on vendor landscape changes.
Skills
- Partner Management
- Alliance Management
- Cloud Platforms
- AI Platforms
- Data Platforms
- Stakeholder Management
- Commercial Acumen
- Relationship Building
- Technical Enablement
- Sales Support
Location
- London
- Manchester
- Cambridge
Work Type
- Permanent
- Full-time
- Hybrid
Experience Level
- Senior/Lead Consultant
- Principal (with right experience)
Salary/Compensations
- £81,000 - £106,300 (Base Salary)
- £11,500 - £20,000 (Average Profit Share)
Benefits
- Profit share scheme
- Pension: Additional 5% of salary
- 25 days annual leave (with option to buy 10 and sell 5)
- 3.5 days additional days off for company-wide morale activities
- AIG income protection
- Travel card loan scheme
- Zero emission car scheme
- Cycle to work scheme
- Enhanced maternity/paternity pay
- Time off for charitable activities
- Sabbatical available on request
- Payroll charity donations
- Headspace plus
- Free annual eye test
- Long service awards
- Flexible working options
About the Company
- Softwire is a leading UK technology and strategy consultancy helping organizations achieve results at scale through AI transformation, data platforms, systems engineering, advanced CX, and experience design.
- Founded on the principle of being an outstanding workplace for technologists, Softwire attracts top talent and fosters a thriving culture.
- Recognized as the number 1 company to work for in the UK at the Best Company awards.
- Employs outstanding people in technology roles, with typical career paths leading to positions at Google, DeepMind, or founding startups.
- Helps clients deliver challenging and interesting tech programs across private and public sectors.
- Core values include doing work properly, ensuring work is fulfilling and fun, extending kindness, and operating with trust to minimize bureaucracy.