Alliances & Partnerships Lead (AWS)

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Alliances & Partnerships Lead (AWS) based in Australia.

This role sits at the heart of a high-growth AI consultancy operating within the AWS ecosystem, where you will be responsible for driving strategic partnerships and turning ecosystem relationships into a consistent pipeline of enterprise opportunities. You will build and maintain strong connections with AWS account managers, partner development teams, and solution architects across multiple regions. A core part of your mission is to position AI and cloud consulting capabilities in a way that resonates with both technical and business stakeholders. You will own the full commercial lifecycle—from first conversation and co-sell alignment through to proposal, negotiation, and contract closure. Working closely with technical teams, you will translate complex AI solutions into credible, value-driven offerings. This is a highly visible role with direct impact on revenue growth, partner positioning, and long-term strategic expansion within the AWS ecosystem. It is ideal for someone who thrives at the intersection of technology, relationships, and enterprise sales execution.

• Own the full commercial and partnership sales cycle, from AWS ecosystem relationship building through to deal closure and post-sale account growth.
• Develop and expand strategic relationships with AWS account managers, partner development managers, and field sales teams across EMEA, US, and other key regions.
• Drive co-sell initiatives including joint proposals, AWS Marketplace opportunities, partner-led events, and ecosystem-led demand generation activities.
• Translate technical AI and cloud capabilities into compelling solutions for enterprise and technical stakeholders, supporting pitches, proposals, and executive presentations.
• Lead negotiations, manage procurement processes, and ensure smooth contract execution while maintaining strong stakeholder alignment.
• Maintain and improve AWS partnership positioning by supporting co-sell KPIs, certifications, and partner tier requirements.
• Collaborate closely with engineering and delivery teams to ensure feasibility of proposals and successful client onboarding.

Requirements

• 3+ years of experience in alliances, partnerships, channel sales, or ecosystem-driven business development roles.
• Proven ability to generate and close pipeline through partner ecosystems rather than purely managing existing accounts.
• Strong technical fluency in cloud (AWS preferred), AI/ML, or data infrastructure, with the ability to engage credibly with CTOs and solution architects.
• Demonstrated success in managing end-to-end deal cycles, including presentations, proposals, negotiations, and closing enterprise agreements.
• Excellent communication and relationship-building skills, with confidence engaging both technical and executive-level stakeholders.
• Strong commercial mindset with the ability to operate in a fast-moving, early-stage or scaling environment.
• Prior experience in AWS consulting partners, system integrators, or cloud-native ecosystems is a strong advantage.
• Familiarity with AI, cybersecurity, fintech, or other enterprise SaaS verticals is beneficial.

Benefits

• Fully remote working model with flexible working arrangements
• High-impact role with direct ownership of commercial growth within a leading AWS ecosystem partner
• Opportunity to work with cutting-edge AI solutions deployed for enterprise and scale-up clients
• Strong exposure to AWS field teams and global enterprise customers
• Fast career progression with significant autonomy and influence over go-to-market strategy
• Wellness and fitness support programs (including global membership benefits where applicable)
• Work closely with technical experts and AI engineers on frontier AI projects
• Opportunity to shape partnerships strategy from an early stage in a scaling organization