Own the full sales cycle
Lead pitches and presentations, translating TensorOps capabilities (agentic AI, LLM fine-tuning, data infrastructure, AI strategy) into solutions that resonate with both technical and business audiences.
Handle objections, navigate procurement, and lead contract negotiations through to close.
Own ongoing account management post-signature, ensuring delivery teams are set up for success and identifying upsell and expansion opportunities.
Develop deep working relationships with AWS account managers across EMEA and US, partner development managers, and field sales teams across target geographies.
Drive co-sell motions: joint proposals, AWS Marketplace positioning, and co-hosted events and roundtables.
Maintain and advance TensorOps’s AWS partner tier by hitting co-sell KPIs and certification benchmarks.

3+ years in a partnerships, alliances, or channel sales role; you've built ecosystem relationships that generate pipeline, not just maintained existing accounts.
Technical fluency in cloud, AI/ML, or data infrastructure; you don't write code, but you can hold your own in a conversation with a CTO or solutions architect.
Proven track record of taking partner-sourced opportunities through presentations, proposals, and negotiations to close.
Excellent communicator: clear, direct, and equally confident in a room with an AWS field rep, a startup founder, or an enterprise procurement committee.
Self-starter who thrives in a fast-moving team; comfortable shaping process in a company that's still building its commercial playbook.
Eligible to work in Portugal without sponsorship.

Alliances & Partnerships Lead – AWS

Key skills