Must-haves

• 4–6 years in partnerships, alliances, channel or business development at an IT services, software consulting or cloud partner firm
• At least one named example of pipeline or revenue sourced or influenced through a partner, with a number or an outcome
• Hands-on exposure to a hyperscaler or technology partner programme (co-sell, opportunity registration, partner tiers or funding), ideally AWS
• Worked with pre-sales or delivery teams on joint proposals

Strong signals

• AWS Business or Technical Accreditation, or work at an AWS partner or on the AWS side
• Experience selling AI, data or software engineering services
• Recruited or activated partners, not only managed existing ones
• Negotiated referral, revenue-share or joint-proposal terms

Red flags

• Programme administration only: registrations, reporting and event logistics, with no pipeline outcome
• Relationship language with no deals, numbers or named partners
• Title says alliances, but all examples are inbound or handed over
• Experience only at a product company, with no services selling
• Generic resume with buzzwords and no concrete partner examples

Mandatory Skills:

Sourcing or influencing pipeline and revenue through partners or alliances, with named deals and a clear personal contribution — not just relationship maintenance

Working knowledge of hyperscaler or technology partner programmes — co-sell, opportunity registration, partner tiers and funding — ideally AWS, in an IT services or software consulting environment

Recruiting, onboarding and activating partners to a first qualified opportunity, with a defined routine and a rule for dropping weak partners

Partner commercial structures — referral fees, revenue share and joint proposals — and the attribution of partner-sourced versus partner-influenced deals

Partnering with pre-sales and delivery teams on co-sell positioning and joint proposals, without becoming a pass-through for their output

Strong CRM discipline (tagging partner-sourced and partner-influenced deals), follow-through and initiative without being asked.