Alliances & Partnerships Lead (AWS)

About TensorOps

TensorOps is a boutique AI consultancy that bridges strategy and execution. We build production-grade AI that actually gets shipped.

As an AWS Partner we work with enterprise clients like ServiceNow, Notion, JFrog, Armis, and GoCardless to deploy agentic AI, LLM training pipelines and AI strategies that deliver measurable ROI. 95% of the ideas we validate reach production within 2 months. 75% of our clients become multi-year partners.

We’re remote by design, based across Lisbon, Porto, and the world.

Now, we’re hiring the person who will own our commercial growth.

The Role

Your job is to make TensorOps the first name AWS account managers think of when a client needs AI built.

You'll do that by building genuine, lasting relationships across the AWS field, with account managers, partner development managers, and solution architects. Turning those relationships into a consistent stream of warm, qualified opportunities. Then you'll take those opportunities all the way through: discovery, tailored presentations, proposals, and negotiations to a signed contract.

You’ll work side by side with TensorOps’s engineers, who join you for the technical deep-dives and help shape proposals that are grounded in what we can actually build. You lead the commercial relationship, they make the solution credible.

Key Responsabilities 

Own the full sales cycle

• Lead pitches and presentations, translating TensorOps capabilities (agentic AI, LLM fine-tuning, data infrastructure, AI strategy) into solutions that resonate with both technical and business audiences.
• Handle objections, navigate procurement, and lead contract negotiations through to close.
• Own ongoing account management post-signature, ensuring delivery teams are set up for success and identifying upsell and expansion opportunities.
• Develop deep working relationships with AWS account managers across EMEA and US, partner development managers, and field sales teams across target geographies.
• Become TensorOps’s face inside the AWS ecosystem, the first call an AWS rep makes when a client needs AI consultancy support.
• Drive co-sell motions: joint proposals, AWS Marketplace positioning, and co-hosted events and roundtables.
• Maintain and advance TensorOps’s AWS partner tier by hitting co-sell KPIs and certification benchmarks.

What We're Looking For

Must-have

• 3+ years in a partnerships, alliances, or channel sales role; you've built ecosystem relationships that generate pipeline, not just maintained existing accounts.
• Technical fluency in cloud, AI/ML, or data infrastructure; you don't write code, but you can hold your own in a conversation with a CTO or solutions architect.
• Proven track record of taking partner-sourced opportunities through presentations, proposals, and negotiations to close.
• Excellent communicator: clear, direct, and equally confident in a room with an AWS field rep, a startup founder, or an enterprise procurement committee.
• Self-starter who thrives in a fast-moving team; comfortable shaping process in a company that's still building its commercial playbook.
• Eligible to work in Portugal without sponsorship.

Nice to have

• Prior experience at an AWS consulting partner, systems integrator, or cloud-native ISV.
• Familiarity with one of our key verticals: cybersecurity, fintech, adtech, or healthtech.
• Experience working in a remote-first, internationally distributed team.

Why TensorOps

The work sells itself

Our clients include 11 unicorns and public NASDAQ companies. This is not a hard story to tell, your job is to get it in front of the right people.

You’ll have real ownership

This is an early commercial hire. You won’t be executing someone else’s playbook, you’ll be building it. The person who fills this role will shape how TensorOps goes to market for years.

Remote is the model, not the perk

No mandatory office days, no commuting theatre. Work from wherever you do your best thinking and connect with the team in Lisbon, Porto, or at the events that matter.

Benefits

• Fully remote with flexible schedule
• Monthly Bolt allowance for commute and work-related travel
• Premium UrbanSports membership (global) for fitness and wellness
• Direct access to engineers and researchers working on frontier AI projects
• Fast career track with real ownership in a growing commercial team

• Build a one‑page “AI Partnership Playbook” that maps a typical AWS account manager’s sales cycle to TensorOps’s AI delivery timeline, and include Excel‑based ROI calculators (e.g., cost‑to‑deploy vs. projected revenue). Bring this playbook to the interview to demonstrate you can translate strategy into concrete, data‑driven collateral that AWS reps can instantly use.
• Highlight any direct AWS Partner Network (APN) experience: list the specific APN tier you worked with, joint go‑to‑market programs you co‑managed, and the exact revenue or pipeline you generated (e.g., “co‑closed $3.2 M of AI‑focused ARR across ServiceNow and Notion”). Quantify results in Excel dashboards and be ready to walk the interviewers through the sheets.
• Assemble a portfolio of three short case studies that showcase the end‑to‑end journey you led—from partner prospecting, joint solution design, to production deployment within 2 months. Include screenshots of the Excel pipeline reports, the partner’s AWS console view, and the post‑deployment performance metrics (e.g., “reduced model training cost by 42 %”).
• Prepare to demonstrate remote‑first collaboration skills: set up a mock 15‑minute virtual “partner kickoff” with a friend, using shared Excel workbooks, a collaborative slide deck, and a recorded Loom video. Share the recording link in your follow‑up email to prove you can run seamless, asynchronous partnership meetings across time zones.
• When negotiating salary, research TensorOps’ typical remote‑lead compensation (base + equity) and frame your ask around the measurable pipeline you’ll deliver in the first 6 months (e.g., “$250 K new AWS‑sourced pipeline = $50 K quarterly bonus”). Request a performance‑based equity tranche that vests quarterly, tying your upside directly to partnership growth.