Partner and Alliances Manager

Technology Partnerships | Public Sector Software

There is already a partner ecosystem here. What is missing is one person with clear ownership of making it work commercially.

We are recruiting a Partner and Alliances Manager for a software business with a substantial footprint across government and public services. Its products cover local government, healthcare, education, housing and other operational environments, with solutions spanning enterprise management, community engagement, workforce management, library systems and specialist applications.

The business already works with a small group of close technology and solution partners. Relationships exist, and opportunities are being generated, but activity currently sits across different people and teams.

Your job is to put structure around it.

What you will take ownership of:

Initially, the emphasis is on getting more from the partnerships already in place and making partner solutions easier for the sales organisation to use.

You will:

- Own the commercial relationship with existing technology and solution partners
- Establish clear rules of engagement between partners and internal sales teams
- Introduce partner KPIs, account planning, QBRs and a consistent operating cadence
- Map relationships across hyperscalers and identify where those relationships can support opportunities
- Work directly with sales directors on live pipeline and customer opportunities
- Help sellers recognise where a partner solution strengthens a broader customer proposition




- Improve visibility of partner sourced and partner influenced opportunitiesCreate clearer accountability for actions, pipeline and commercial outcomes

Over time, the remit can move further towards partners creating opportunities for the company’s own software. The immediate priority, however, is making partnerships work properly inside the existing sales motion.

Who this should appeal to:

You are likely to come from alliances, channels or partnerships within enterprise software, SaaS, cloud, or the broader technology market.

You know that managing an alliance involves more than maintaining senior relationships. You can establish governance with a partner one day, then sit with a sales director the next and work through which opportunities can actually move.

You should bring:

- Experience managing commercial technology partnerships
- Credibility with senior partner and sales stakeholders
- Exposure to hyperscalers or major technology ecosystems
- Experience establishing KPIs, QBRs, and partner governance
- Robust pipeline and opportunity management discipline
- The ability to turn partner strategy into activity with sales teams

This is particularly relevant for someone who has inherited partner relationships before and knows how to turn disconnected activity into a repeatable commercial programme.

The final title, reporting line, remuneration structure, and partner revenue measures are being confirmed. Commercial figures discussed so far are illustrative rather than a confirmed individual quota.

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📌 Partner and Alliances ManagerJust posted! (Sydney)
🏢 Bluefin Resources Pty
📍 Sydney