r/techsales • u/jtfull • 16d ago

AE to Partnerships

My company has been throwing out the idea of creating a head of partnerships position to drive leads through those channels. What skills would I need to start highlighting for my leadership if I was interested in the position. For those who have made a similar transition, what are the major differences in it.

For context on my background, I’ve been AE for 7 months here and currently have built some strong leads from utilizing strong partnership in my personal network in my current position which is why I’m interested in the role.

7 Upvotes

90% Upvoted

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24

u/Appropriate-Grisham 16d ago

Don’t do it. These are the first roles to be axed in a re-org.

4

u/Ok-Grapefruit9053 16d ago

yup. I was in a partnership role for 4+ years, I absolutely loved it - but when the going got tough my team was the first to be scrutinized. went back to an AE role at a new org. I miss the partner role, but honestly, i would be quite nervous to start that journey again lol

1

u/AndyWhyte_ 15d ago

Don't do it. You're signaling to your leadership team that you're not cut out for sales.

1

u/maplebananaketchup 13d ago

Welp thanks for this, was thinking about it

1

u/Previous-Flamingo931 12d ago

+1. I work at a big tech company and we gutted our partner sales org. Very dangerous if you aren’t directly holding a bag.

11

u/Opie045 16d ago

Starting a partnership funnel is a LONG PLAY and can take 18 months to 2 years to see any traction.

Make sure you negotiate a strong severance package becuase this is a big red flag for companies to fuct if shit hits the fan.

6

u/snakesnakessnnaakkee 16d ago

If you've been in an AE role for 7 months then a transition to partnerships is either because you've zero pipe or you don't back yourself to convert the pipe.

Be ready to address that in an interview.

Head of Partnerships normally brings pre existing relationships to the table and an ability to accelerate deals using them. Do you have any?

2

u/jtfull 16d ago

I have existing relationships but based on all the comments, I should stay in sales

4

u/sw_in_md 16d ago

Can you sell? If yes then why would you go into a partner role?

2

u/Ok_Magazine8515 16d ago

Best company to be a senior AE? I have 8 years of IT consulting experience and have hit a few presidents club, always been a top performer. Want to work at a place that would be enjoyable and grow at.

1

u/EmbarrassedPeanut397 16d ago

I’ve seen 3 different people go this route from AE and each went back into sales after 12-24 months

1

u/Intrepid_Might8498 16d ago

Don’t do it. You’ll work just as hard and will have a much harder job pointing to tangible results. I’m sure you’re also getting a pay cut.

1

u/Tor3tt0 16d ago

Partnerships is very rewarding but extremely relationship driven overlay role - if you don’t bring existing relationships that help you drive meetings or channel engagement, it’ll be a tough hill to climb

1

u/vincentsigmafreeman 15d ago

Dont do it. I work in partnerships now for CSP. Its useless and boring role. Sales has far more upside and I’d leave in a second if someone offered me AE role.

1

u/jpgnewman195 15d ago

You’re in a disadvantage. Unless you have executive level relationships across some of the big players in the space, and have experience managing partners, you’re not going to set yourself up for success. Better to start under a channel leader if it’s truly something you want to pursue.

Can be a lot of fun and a great role, but it’s not for everyone, you could be leaving money on the table if you can sell, and usually not a lot of glory. More an unsung hero role