Partners Lead

Applied Computing is a company focused on building Orbital, a physics-informed foundation model for energy operations. The Partners Lead will manage relationships with key partners to drive revenue, create joint business plans, and ensure successful co-selling strategies. This role requires expertise in partner functions, marketplace listings, and the ability to engage with senior executives in the energy sector.

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