Applied Computing
Partnerships Director
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About Applied Computing
Applied Computing was founded in 2023 to build Orbital, a physics-informed foundation model for energy operations. We’re live across oil and gas, refineries, and petrochemicals, working towards our mission: sustainable abundance for a growing planet.
The hydrocarbon industry keeps the world running. But its complexity has left operators tied to legacy systems, making critical decisions on less than 10% of available data.
We built Orbital to change that. It’s a foundation model built specifically for energy that lets companies use AI at scale, harnessing all of their operational data and optimising in real time for any metric. Decisions get faster, operations get safer, and carbon intensity falls.
We’ve raised over $32 million, including one of the largest seed rounds for an AI company in the UK. We’re just getting started.
The Role
We sell Orbital directly and through partners. The partners are the cloud platforms our customers already run on, the data platforms they already license, the technology vendors already in their plants, and the SIs who deliver their projects.
Right now, those relationships are early, and there is little structure behind them. The Partners Lead gets deals out of them.
You run the relationship with each partner that matters. You:
- Build a joint business plan
- Get the senior people on both sides talking
- Set up the co-sell so a partner’s salespeople bring us into their accounts
- Get Orbital onto the cloud marketplaces so a customer can buy it against the budget they already hold with Microsoft, AWS, or Google
You carry a number for partner-sourced and partner-influenced revenue.
The Person
You’ve run a partner or alliance function before and it produced revenue you can name. Press releases don’t count.
You have practical experience with hyperscaler co-sell, including:
- Registering deals in the partner portals
- Working the incentive programmes
- Getting a product listed on a cloud marketplace
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You’re comfortable carrying a revenue target dependent on other people’s salesforces.
You can sit in a week with:
- A partner’s VP
- A customer’s procurement team and be useful to both. You know enough about chemicals, energy, and process plants to hold those conversations.
Essential Experience
✔ You’ve run a partner, alliance, or channel function and produced revenue you can name. ✔ You’ve worked hyperscaler co-sell end-to-end, including:
- Deal registration
- Partner portals
- Marketplace listings ✔ You’ve built joint business plans with large partners and kept them on track. ✔ You can carry and hit a partner-influenced revenue target. ✔ You hold your own in conversations with partner executives and enterprise customers.
Nice to Haves
🔹 Direct experience selling into or through chemicals, energy, refining, or petrochemicals. 🔹 Existing relationships inside hyperscaler, Databricks, or global SI partner teams. 🔹 Experience taking a cloud marketplace listing from nothing to transactable.
Key Responsibilities
Strategic Leadership & Ownership
- Own the partner portfolio across:
- Hyperscalers (Microsoft, AWS, Google)
- Data and analytics platforms (Databricks, Seeq)
- Industrial technology partners (Kongsberg Digital)
- Global SIs (EY, Capgemini, Wipro)
- Build and review joint business plans on a set cadence.
- Maintain senior leadership alignment on both sides.
- Decide prioritisation and resource allocation.
Co-Sell & Relationship Execution
- Define co-sell plays to integrate partners into our deals and our team into their deals.
- Work with Commercial to ensure registered pipeline (not goodwill).
- Align sales teams (ours and theirs) on named accounts.
- Drive fit-and-gap reviews with partners’ end customers.
Marketplaces & Transactability
- Get Orbital listed and transactional on Azure, AWS, and GCP marketplaces.
- Set up partner co-sell platforms for deal registration and closure.
- Learn and leverage partner incentive programmes and portal functionalities.
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Revenue & Performance
- Carry a partner-sourced or influenced revenue target tied to ARR and bookings.
- Tailor go-to-market strategies per partner based on industry and sales cycle relevance.
- Report partner pipeline and revenue vs. target on a regular cadence.
What This Role Is NOT
❌ Channel admin – Portals and paperwork are important, but the focus is on impact, not perfection. ❌ Direct sales – Direct deals fall under Commercial. ❌ Partner marketing – Co-marketing campaigns aren’t your primary deliverable. ❌ Relationship management for its own sake – Without deal progress, it’s just networking. ❌ A desk job – Expect frequent travel to partners and customers.
Nice to Know
Our team operates with high autonomy and low bureaucracy. Flat structure, team leads own strategy, and we value outcome-driven decision-making over debates.
Applied Computing is on a mission to deliver sustainable abundance for a growing planet through AI that works for the Energy Industry.
What Success Looks Like
Day 1–30: Mapping & Alignment
✅ Inventory of all partner relationships with clear priorities. ✅ Meet with everyone currently involved with partners. ✅ Finalise high-priority partner list.
Days 30–90: Execution & Setup
✅ Prioritised partners have joint business plans. ✅ At least one marketplace listing is in progress. ✅ Co-sell mechanics are agreed with Commercial, and partner pipeline is being tracked.
Month 3–6: Momentum
✅ At least one cloud marketplace listing is transactional. ✅ A partner has sourced or influenced live pipeline. ✅ Joint business plans move beyond plan review and are updated actionably.
Month 6–12: Scalability
✅ Partner-sourced/influenced revenue strengthens the ARR plan. ✅ Multiple partners contribute to deal wins. ✅ Co-sell process runs efficiently without you driving every step.
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