Partnership Manager

Must-haves

4–6 years in partnerships, alliances, channel or business development at an IT services, software consulting or cloud partner firm

At least one named example of pipeline or revenue sourced or influenced through a partner, with a number or an outcome

Hands-on exposure to a hyperscaler or technology partner programme (co-sell, opportunity registration, partner tiers or funding), ideally AWS

Worked with pre-sales or delivery teams on joint proposals

Strong signals

AWS Business or Technical Accreditation, or work at an AWS partner or on the AWS side

Experience selling AI, data or software engineering services

Recruited or activated partners, not only managed existing ones

Negotiated referral, revenue-share or joint-proposal terms

Red flags

Programme administration only: registrations, reporting and event logistics, with no pipeline outcome

Relationship language with no deals, numbers or named partners

Title says alliances, but all examples are inbound or handed over

Experience only at a product company, with no services selling

Generic resume with buzzwords and no concrete partner examples

Mandatory Skills

Sourcing or influencing pipeline and revenue through partners or alliances, with named deals and a clear personal contribution — not just relationship maintenance

Working knowledge of hyperscaler or technology partner programmes — co-sell, opportunity registration, partner tiers and funding — ideally AWS, in an IT services or software consulting environment

Recruiting, onboarding and activating partners to a first qualified opportunity, with a defined routine and a rule for dropping weak partners

Partner commercial structures — referral fees, revenue share and joint proposals — and the attribution of partner-sourced versus partner-influenced deals

Partnering with pre-sales and delivery teams on co-sell positioning and joint proposals, without becoming a pass-through for their output

Strong CRM discipline (tagging partner-sourced and partner-influenced deals), follow-through and initiative without being asked.

Skills: partnership alliance,strategic alliances,aws partner network