Partnerships & Innovation Lead

Partnerships & Innovation LeadLocation: Sydney or Remote (AU)Employment Type: Full Time, HybridSalary: $150,000 - $160,000 base + $100,000 commission (OTE $250,000)About the RoleWe’re hiring a Partnerships & Innovation Lead to grow and manage a diverse partner ecosystem across cloud providers, distributors, VARs, system integrators, and strategic technology partners.The primary focus is driving the AWS partnership — building field relationships, enabling co-sell activity, and positioning our solutions as a preferred option across the AWS ecosystem. The role also expands into broader partnerships that support scale, GTM reach, and long-term commercial impact.Position SummaryYou’ll own the end-to-end partnerships lifecycle: identifying high-value partners, onboarding and enabling them, executing joint GTM programs, accelerating co-sell opportunities, and tracking partner-led revenue. This role is critical to scaling adoption and influence across ANZ and global markets.Key Responsibilities1. Grow the AWS Partnership (Primary Focus)Build strong relationships with AWS field and partner teams.Drive co-sell opportunities and joint customer engagements.Leverage AWS programs, incentives, and marketplace presence to expand pipeline.2. Broader Ecosystem DevelopmentIdentify and enable VARs, distributors, integrators, and cloud partners (AWS-centric, with optional Azure/Dell/NVIDIA).Build tailored value propositions and partner success plans.3. Joint Go-to-Market ExecutionCollaborate with Sales, Product, and Marketing on partner-facing narratives.Run joint campaigns, events, and industry showcases.4. Partnership OperationsNegotiate partner agreements and manage commercial alignment.Track partner-sourced and influenced revenue; refine partner programs.5. Market & Ecosystem PresenceRepresent the organisation at partner events and cloud ecosystem forums.Support early customer discovery alongside partners.Required Skills & Experience5+ years in partnerships, alliances, channel sales, or business development in SaaS, cloud, or enterprise tech.Proven experience in cloud ecosystems — ideally AWS.Strong commercial acumen and experience running co-sell motions.Excellent communication and stakeholder management.Nice to HaveExposure to Azure, Dell, NVIDIA, or industry-specific partners.Background in AI, computer vision, data workflows, or geospatial analytics.Experience using CRM/PRM systems for partner tracking.Who This Role SuitsSomeone who knows AWS but can operate across a wider partner landscape.A partnerships operator who wants to drive visible commercial outcomes.A proactive problem-solver who thrives in high-growth, fast-moving environments.Success Looks LikeStrong AWS alignment and consistent co-sell activity.Multiple partners generating measurable pipeline.Clear enablement frameworks and repeatable GTM motions.A balanced, high-impact ecosystem with AWS as the anchor channel.