Sales and Partnerships Manager

Quick answer: what is this job? PALO IT is hiring a Sales and Partnerships Manager in Sydney, Australia to grow our Australian sales pipeline and build partner-led growth with our technology and AI partners. The role sits in a technology consultancy of 400+ experts across 9 countries, and requires a track record in B2B services sales, account growth and working with technology partners. Who We Are Building the AI-first frontier enterprise. We are a global technology consultancy with a trademarked, AI-first approach, Gen-e2™ https://www.palo-it.com/en/services/gen-e2. It redefines how enterprises build digital products and transform their organizations with AI. We do the right thing, and we do it right. We're proud to be a World Economic Forum New Champion, and a B Corp-certified company. - We are small enough to care locally, big enough to deliver globally (9 countries, 400+ experts from 50+ nationalities) - We are becoming an agentic organization, adopting the AI-native operating model we bring to our clients. - We are robust and resilient (100% independent, 0 debt, founded 2009) - We are AI-native professionals who invest in what we believe and work as a collective intelligence - We are positive, courageous and deliver at the leading edge What does a Sales and Partnerships Manager do at PALO IT? As a Sales and Partnerships Manager at PALO IT, you'll help grow our AI-focused business in Australia. The role combines building our Australian sales pipeline with partner-led growth. You'll report to our Commercial and Partnerships Director and work closely with our consultants and our people, operations and management teams. Your core responsibilities are: - Build our Australian pipeline by prospecting into organisations of all sizes, from growing businesses to large enterprises, through outbound, networking, events and referrals. - Run the full sales cycle, from discovery and qualification through scoping, proposal and negotiation to a signed statement of work. - Work closely with our consultants on pre-sales and client work, from scoping and proposals through to delivery. - Work with our people, operations and management teams to get new engagements and new starters set up smoothly. - Grow existing client accounts by identifying new AI opportunities and follow-on work. - Build trusted relationships with our technology and AI partners, including cloud platforms and AI model providers, and turn them into co-sell opportunities, referrals and joint go-to-market activity. - Plan and run joint activity with Marketing and partners, such as events, roundtables, webinars and client workshops. - Keep the CRM accurate, report on pipeline and forecast, and share market insight and buyer feedback with leadership. PALO IT's clients include some of the world's most successful enterprises, next-generation businesses, and frontier technology partners. This role means shaping what comes next for them, helping them scale AI, and solving complex business and technology challenges. What experience do you need for this role? You're a strong fit for this Sales and Partnerships Manager role if you have: - 4 to 7 years in B2B sales, business development, partnerships or account management, ideally in IT services, technology consulting or a technology partner ecosystem - A track record of meeting or exceeding sales targets, including closing multi-month services engagements - Experience working with technology partners, such as cloud, data or AI platform providers, through co-selling, referrals or joint go-to-market - Comfort running a consultative sales process with long sales cycles and multiple stakeholders - A good understanding of AI, cloud and modern software delivery, and confidence discussing them with business and technical stakeholders - Strong communication and relationship-building skills, from working level to senior client and partner stakeholders - Good organisation and CRM discipline, self-drive, and comfort with ambiguity in a growing team - A Sydney base, with an established local network an advantage PALO IT's consultants come from wonderfully diverse backgrounds. If your profile doesn't match this description 100%, you're still encouraged to apply. More About PALO IT Why join PALO IT as a Sales and Partnerships Manager? - A forward-thinking, collaborative environment join a passionate international team pushing the boundaries of AI-native development. - Continuous personal and professional growth through PALO IT Academy, specialized training, R&D projects, and a knowledge-sharing culture. - Global opportunities international mobility and collaboration with visionary clients and frontier tech partners. - Empowerment to innovate shape and implement next-level AI methodologies as part of a collective intelligence. - Competitive compensation and benefits reflecting your skills, impact, and leadership. More on PALO IT's team culture and benefits is available on the PALO IT careers page https://www.palo-it.com/en/career. Diversity, equity and inclusion As a B Corp, PALO IT provides equal opportunities and assesses candidates solely on skills, potential, and motivation. PALO IT welcomes applications regardless of gender identity or expression, sexual orientation, age, background, ethnicity, religion, disability, or any other protected attribute. Frequently asked questions about this role - Is this mainly a sales role or a partnerships role? Both. The role combines building our Australian sales pipeline with partner-led growth. - Where is the role based, and what is the work arrangement? This is a hybrid role based in our Sydney office. Most client meetings and travel are local to the Sydney CBD, with occasional interstate travel. - Who does this role report to? Our Commercial and Partnerships Director, as part of a small, growing commercial team in Australia. - How is success measured? New business revenue and signed engagements, qualified pipeline (both self-sourced and partner-sourced or influenced), growth in existing client accounts, and the strength of our partner relationships. - Which partners will I work with? Our technology and AI partners, including cloud platforms and AI model providers. We will share more about our partner ecosystem when we speak with you.