Strategic Partner Manager – AI Solutions

Who We Are

Build. Scale. Sustain.

PALO IT is a global technology consultancy that crafts tech as a force for good. We design, develop and scale digital and sustainable products and services to unlock value across the triple bottom line: people, planet, profit. 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 (5 continents, 18 offices, +650 experts from +50 nationalities)
• We are robust and resilient (100% independent and 0 debt)
• We are entrepreneurs and passionate experts: We invest in what we believe genuinely and work as a collective intelligence
• We are positive, courageous, caring, doers and committed to excellence

YOUR ROLE:

As a Strategic Partner Manager based in Sydney, you will play a critical role in driving PALO IT’s AI-focused growth strategy. This position is uniquely split between 50% Microsoft and GitHub AI-related partnerships and 50% account management for existing clients. You will be responsible for managing and deepening strategic relationships, especially around AI solutions, co-innovation, and emerging technologies. The ideal candidate will be well-versed in AI ecosystem trends, able to connect business opportunities with technical capabilities, and thrive in a cross-functional, fast-paced environment.

This role is high-impact and cross-functional, requiring close collaboration with sales, marketing, tech delivery, and leadership teams to translate partnership potential into tangible business value.

YOUR RESPONSIBILITIES:

• Develop and execute the partnership strategy with a strong focus on AI solutions in collaboration with the ecosystem lead and technical teams.
• Drive collaboration and co-innovation with Microsoft and GitHub, particularly around AI, cloud, and DevOps transformation projects.
• Build and nurture strong relationships with partner stakeholders, focusing on opportunities around AI tools, platforms, and emerging tech.
• Work closely with internal account teams to identify opportunities for AI adoption across existing clients.
• Translate client and partner needs into joint initiatives that align with PALO IT’s service offerings and innovation roadmap.
• Lead the execution of AI-focused co-marketing and co-selling activities with partners and internal marketing/sales teams.
• Ensure smooth collaboration and knowledge-sharing across internal teams and partner organizations.
• Track and report on partnership performance, especially AI-related metrics and business impact.
• Identifying and implementing ways to deepen the partnership with partners, such as increasing cross-selling, referrals, joint marketing, etc..
• Represent PALO IT at AI-related industry events, conferences, and partner activities.

YOUR PROFILE:

• Strong understanding of AI trends, cloud ecosystems, and enterprise innovation.
• Proven experience in B2B strategic partnerships, account management, or ecosystem development, ideally in the AI or tech sector.
• Prior exposure to working with Microsoft and GitHub platforms is a plus.
• Confident navigating technical topics with both business and technical stakeholders.
• Creative negotiator able to identify and communicate compelling win/win business/partnership opportunities
• Analytical thinker with the ability to turn insights into actionable growth opportunities.
• Strong interpersonal, consensus-building skills, with ability to communicate and achieve results across multiple stakeholder interests
• Thrives in a fast-paced environment and comfortable working with ambiguity

More About PALO IT

We’re eager to adapt to change, learn from our experiences and move to meet our planet’s urgent needs. We are continuously taking action to:

• Become a climate net-zero company
• Attain 50% of revenue from projects with a positive impact
• Train 100% of our workforce on impact
• Achieve B Corp certification among all our offices across the globe
• Continuously measure & improve employee happiness

Our clients are amongst the world's most successful companies. We innovate with both established Fortune 1000s, SMEs and start-ups who aim to make an impact, become global leaders and address the world's most complex challenges.

What We Offer

• Stimulating working environments
• Unique career path
• International mobility
• Internal R&D projects
• Knowledge sharing
• Personalized training
• Entrepreneurship & intrapreneurship

For more on our team culture and benefits, check out our careers page.

Please consult our Privacy Notice (https://www.palo-it.com/en/privacy-policy) to know more about how we collect, use, and transfer the personal data of our candidates. Here you can find how you can request for access, correction and/or withdrawal of your Personal Data.