Partner Sales & Development Manager

About the Role

At Indicium AI, strategic partnerships are central to how we accelerate impact for our clients. As Partner Sales & Development Manager, you will own the health, growth, and go-to-market activation of our most important technology partnerships - including Anthropic, AWS, and Databricks.

This role sits at the intersection of partner development and partner sales. On the development side, you'll execute the strategic plan of each partnership: building relationships, driving joint business planning, growing Indicium AI's partner credentials and programme status, and ensuring we have the right capabilities and capacity to deliver on joint opportunities. On the sales side, you'll act as the connective tissue between Indicium AI's sales organisation and partner field teams - facilitating account mapping, orchestrating co-selling motions, and creating the conditions for pipeline generation at the top of the funnel.

Your success will be measured by the partnerships you build and strengthen, the pipeline you help source and influence, the field alignment you create, and the overall velocity of joint opportunities across the portfolio.

You'll help Indicium AI bring together world-class platforms in data infrastructure, cloud, and AI - from Databricks' lakehouse architecture and AWS's cloud services to Anthropic's frontier AI models - connecting partner capabilities to real customer outcomes.

Key Responsibilities

Partnership Development & Strategy

• Strategic partnership planning. Develop and execute joint business plans with each strategic partner, documenting shared goals, investment priorities, go-to-market motions, and success metrics. Regularly review and adapt plans based on market shifts and partner roadmap evolution.
• Partner relationship management. Build and maintain trusted relationships at multiple levels within each partner organisation - from field sellers and SAs through to partner leadership and executive sponsors. 
• Partner programme management. Support and manage Indicium AI's partner programme status, certifications, and competencies across the portfolio. Identify and drive the investments needed to advance tier status, unlock programme benefits, and strengthen Indicium AI's competitive positioning.
• Capability and capacity building. Work with Indicium AI's Delivery and Solutions teams to ensure our technical capabilities align with partner priorities - identifying skill gaps, supporting certification efforts, and helping shape service offerings around partner platforms.

Field Alignment & Co-Sell Orchestration

• Account mapping and field-to-field engagement. Establish regular engagement rhythms between Indicium AI's sales teams and partner account teams (AEs, Partner Development Managers, Solution Architects). Lead account mapping sessions to identify mutual customers, whitespace opportunities, and joint prospecting targets.
• Co-sell orchestration. Bring partner and Indicium AI sellers together around qualified opportunities. Shape deal strategies, coordinate joint customer meetings, and ensure smooth handoffs.
• Top-of-funnel pipeline generation. Drive partner-sourced and partner-influenced pipeline by facilitating joint prospecting activities, coordinating sales plays, and ensuring Indicium AI is positioned in partner-led campaigns and programmes.
• Enablement - both directions. Educate Indicium AI's sales and delivery teams on partner capabilities, joint value propositions, and co-selling processes. Equally, ensure partner field teams understand Indicium AI's services, customer wins, and differentiators so they can confidently refer and recommend us.
• Campaign and event coordination. Collaborate with Marketing, Solutions, and Delivery to execute joint campaigns, webinars, lunch-and-learns, and partner events that generate awareness and pipeline across the portfolio.

Performance & Reporting

• Partnership health tracking. Monitor and report on partnership KPIs including sourced/influenced pipeline, account mapping coverage, co-sell engagement, programme status, and partner satisfaction. Communicate insights to leadership, identifying gaps and recommending corrective actions.
• Business reviews. Prepare and lead quarterly business reviews with partner stakeholders and Indicium AI leadership, covering performance against plan, strategic priorities, and investment recommendations.

Required Skills & Experience

• 3–5 years' experience in partner sales, partner development, alliances management, or partner-facing GTM roles, ideally within a technology or consulting organisation.
• Demonstrated experience building and managing partnerships with one or more of the following: cloud hyperscalers (AWS, Azure, GCP), data platforms (Databricks, Snowflake), or AI/ML platforms (Anthropic, OpenAI, Google).
• A strong understanding of how partner ecosystems work - including partner programmes, tiering, account mapping, joint business planning, and field engagement models.
• Experience facilitating co-selling motions and field alignment between internal sales teams and partner organisations.
• Ability to manage multiple partner relationships simultaneously, balancing strategic development with day-to-day field activation.
• Excellent communication, relationship-building, and stakeholder management skills - comfortable engaging with everyone from field AEs to partner executives.
• Analytical mindset with the ability to track partner metrics, pipeline data, and programme performance to drive continuous improvement.
• Proficiency with CRM and pipeline management tools.

What We're Looking For

• A natural connector who thrives on bringing people and organisations together around shared goals.
• Someone who can think strategically about where a partnership needs to go while rolling up their sleeves to drive the day-to-day field motions that make it happen.
• A trusted relationship builder who earns credibility quickly with both internal sellers and external partner teams.
• A proactive self-starter who can manage the dual demands of partnership development and sales activation without losing momentum on either.
• A collaborator who brings energy, accountability, and a growth mindset to everything they do.
• A genuine passion for data, AI, and the evolving technology landscape.

Why Indicium AI

At Indicium AI, you'll be at the centre of shaping how our partner ecosystem comes together to deliver transformative outcomes for enterprise customers. You'll work across some of the most exciting technology partnerships in Data & AI today - from Databricks' lakehouse to AWS's cloud infrastructure to Anthropic's frontier AI models - and play a key role in how Indicium AI builds, grows, and activates these relationships.

You'll join a mission-driven organisation focused not just on enabling technology, but accelerating real business outcomes through collaboration with the world's leading data and AI platforms.

If you're excited by the opportunity to both develop and activate Indicium AI's most strategic partnerships - building the relationships, the programmes, and the field motions that turn a strong ecosystem into real pipeline and growth - this is the role for you.