Channel and Partner Lead

Partner / Channel Lead - AI Infrastructure

UKI

About the Company

Our client is a production AI platform helping enterprises move AI from experimentation to deployment. Many invest heavily in AI but struggle to scale due to architecture, governance, and delivery gaps. Their platform provides the infrastructure, controls, and frameworks to run AI in production.

Their architecture enables AI visibility, governance, and faster delivery. Deployed in customer environments, it supports live workloads from day one.

They are an engineering-led company building proprietary platform technology, serving regulated industries like pharma, finance, retail, and logistics. Their Assess, Deploy, Operate model uses dedicated engineering teams; each deployment strengthens their platform.

About the Role

• Partnerships are central to their strategy, providing access to enterprises needing platform and delivery support to productionise AI.
• The Partner / Channel Lead will scale this ecosystem—deepening existing relationships, onboarding new SIs, tech vendors, and consultants, and building repeatable co-selling motions that drive pipeline.
• They will position the client's capabilities as complementary to partners' offerings, embedding their solution in partner stacks.
• This senior role combines relationship management, commercial structuring, and execution. The successful candidate will design partner programmes, negotiate frameworks, enable partner sales, and measure impact.

Responsibilities

• Scale partner relationships via co-selling, joint campaigns, and shared success.
• Onboard new partners: SIs, infrastructure vendors, ISVs, consultancies.
• Design a tiered partner programme with enablement, deal registration, and incentives.
• Create enablement resources: training, briefs, demos, positioning guides.
• Position the client's offering as integral to partner solutions.
• Negotiate agreements, referral models, and co-selling frameworks.
• Support joint account planning and pipeline development.
• Track partner-sourced pipeline, co-sell revenue, and programme performance.

Requirements

• 6+ years in partner management, channel sales, or alliances in enterprise tech.
• Proven success scaling partner-driven revenue with SIs, VARs, or tech alliances.
• Experienced in partnership agreements and co-selling models.
• Strong knowledge of UK/European enterprise tech ecosystem.
• Commercially savvy, able to build mutual value cases.
• Excellent relationship and stakeholder skills.
• Familiarity with AI, cloud, or enterprise platforms is a plus.