Partnerships Director

Applied Computing is a company focused on leveraging AI for energy operations through its foundation model, Orbital. The Partnerships Director will manage and develop relationships with key partners, build joint business plans, and drive partner-sourced revenue to support the company's mission of optimizing energy operations.

Responsibilities:

• Own the partner portfolio
• Run the relationships across hyperscalers (Microsoft, AWS, Google), data and analytics platforms (Databricks, Seeq), industrial technology partners (Kongsberg Digital), and global SIs (EY, Capgemini, Wipro)
• Build a joint business plan with each partner that matters and review it with them on a set cadence
• Keep the senior people on both sides in regular contact
• Decide which partners get our time and which don’t
• Run the co-sell
• Build co-sell plays that put partners into our deals and us into theirs
• Work with Commercial so partner activity comes through as registered pipeline, not goodwill
• Get our salespeople and the partner’s salespeople onto the same named accounts
• Marketplaces and transactability
• Get Orbital listed and transactable on the Azure, AWS, and GCP marketplaces
• Set us up on the partner co-sell platforms so deals can be registered and closed there
• Learn how each partner’s programmes and portals work, and use the incentive structures
• Drive partner revenue
• Carry a partner-sourced and partner-influenced revenue target tied to the ARR plan
• Build a go-to-market play for each partner, based on our customers’ industries and where in the sales cycle that partner actually helps
• Report partner pipeline and revenue against target on a regular cadence