Partner Growth Manager – Hyperscalers

Partner Growth Manager – Hyperscalers & Strategic Alliances

Reports to: CRO / Head of Growth

About Codvo

Codvo is an AI & Data native modern engineering services company. We build enterprise AI and data systems, agentic workflows, and vertical solutions across industries like Oil & Gas, MedTech/Healthcare, Retail & CPG, Travel & Transportation, BFSI/Mortgage, and Legal. Partners like Databricks, AWS, and Red Hat are a core growth engine for us – for both co-selling and co-delivering solutions.

Core Mandate

You turn Hyperscaler and ISV partnerships into a predictable second GTM and delivery engine. You are measured on (targets adjustable by region/level, but non-negotiable in spirit):

• $10-12M in partner-sourced / co-sell/ co-deliver pipeline per year across the core partnerships (AWS/Databricks/Red Hat)

• $4-5M closed-won revenue per year through partner driven opportunities

• new co-sell / co-delivery deals/ opportunities per month registered and worked with partner field / services teams

• packaged Codvo + Partner solutions actively used in the field for joined implementation and delivery

• Represents Codvo on Social Media like LinkedIn and Partner Conferences / Events

• Activity only matters if it moves these numbers

Who You Are – An AI Native Partner Growth Operator

You think in terms of Human + AI + Partner as one operating system. You:

• Use AI to scan and summarize partner plays, programs, and GTM assets into a small set of focus offers

• Use AI + tools to research partner reps, territories, and accounts and identify smart co-sell and co-deliver angles

• Draft and refine joint value propositions, one-pagers, SOW language, and intro emails with AI as your co-pilot

• Feed pipeline and co-sell / co-deliver data into AI to see where deals are stuck and what to unblock next

• Codify repeatable playbooks (how we win and deliver with AWS/Databricks/Red Hat) and keep them current using AI

• Use AI to expand relationship coverage, increase speed of follow-up, and raise the quality of partner- and customer-facing assets

What You Will Do

1. Partner Strategy, Positioning & Offers

• Define how Codvo + NeIO shows up with Databricks, AWS, and Red Hat (offers, verticals, workflows).

• Map Codvo capabilities to each partner's AI/data GTM plays and services motions (e.g., ProServe, PS, consulting).

• Own a sharp portfolio of joint offers that can be co-sold and co-delivered, such as: "Databricks GenAI Modernization & Lakehouse Acceleration", "AWS AI Data Foundation with NeIO", and "Red Hat OpenShift + NeIO Intelligent Data & Agent Fabric".

2. Field, Co-Sell & Co-Deliver Motion

• Build and maintain relationships with 20–30 key field and services leaders (AEs, RDs, SAs, PS leads) across AWS, Databricks, and Red Hat.

• Run account mapping between Codvo targets and partner-owned accounts using AI to surface overlaps and joint plays.

• Drive joint customer activity: intros, discovery sessions, workshops, assessments, POCs, and pilot implementations.

• Ensure opportunities are registered and visible in partner and co-sell portals (AWS ACE, Databricks Partner Portal, Red Hat, etc.).

• Work with partner services / PS teams to define co-delivery models (roles, responsibilities, SOW patterns, QA expectations).

3. Partner Marketing & Programs

• Secure and deploy MDF for high-impact activities (CXO roundtables, workshops, webinars, ABM into mapped accounts).

• Keep marketplace / partner listings current with offers, industries, and case studies that support both selling and delivery.

• Create and maintain partner-friendly one-pagers and slides that hyperscaler sellers and PS teams can drop into decks and proposals in under 2 minutes.

4. Internal Orchestration (Sales + Delivery + Marketing)

• Work with Sales to attach the right partner (AWS / Databricks / Red Hat) to the right opportunities and avoid channel conflict.

• Work with Delivery to shape joint SOWs and delivery patterns with partners and surface referenceable projects and case studies.

• Align Codvo delivery practices with partner best practices and certification standards where relevant.

• Work with Marketing on partner-focused campaigns into mapped accounts and on content that supports co-sell and co-deliver motions.

5. Ops, AI & Reporting

• Maintain clean partner and co-sell / co-deliver data in CRM.

• Use AI to generate monthly partner performance summaries: pipeline, wins, losses, attach rates, key relationships, and next bets.

• Run a simple, consistent partner rhythm: weekly internal sync (deals, actions, blockers), monthly partner check-ins, and quarterly joint business reviews (JBRs) where possible.

Experience & Baseline Requirements

• –10 years in B2B partnerships / alliances / channel / co-sell for services, consulting, or SaaS.

• Direct experience with at least one or more of: AWS, Azure, GCP, Databricks, Snowflake, Red Hat (hyperscaler or major ISV ecosystem).

• Proven track record of partner-sourced / influenced pipeline and revenue (be ready with numbers and examples of co-sell or co-delivery).

• Comfortable working with partner portals (e.g., AWS ACE, Databricks Partner Portal, Red Hat Connect or similar).

• Comfortable working with CRM (Salesforce / HubSpot / Zoho) and basic reporting.

• Strong relationship builder with field and services leaders; you know how to stay top of mind and be easy to work with.

• Strong written communication: you can draft crisp joint value props, intros, one-pagers, and SOW-friendly language.

• Demonstrated habit of using AI tools (ChatGPT/Claude/etc.) as a core part of your workflow (research, drafting, analysis, documentation).

• High ownership and bias to action: you treat the partner ecosystem like your territory and operate accordingly.

Education & Certifications

• MBA from a reputed business school in India or abroad

• Certified Practitioner in respective partner industry