As the Australia Partner Lead / GTM, you will own Mistral AI's strategic partner motion across Australia.
Based in Sydney, you will build revenue-driving alliances with hyperscalers, telcos, global system integrators, OEMs, and sovereign cloud operators.
Your mission is to translate Mistral's open-weight models, AI Lab strategy, and sovereign AI vision into multi-year commercial frameworks and scalable partner-led GTM execution.
You will develop executive-level relationships across the region, unlock MDF and funding programs, and orchestrate partner-led and partner-attached sales to drive Mistral's expansion.
This is a highly strategic role at the intersection of alliances, GTM strategy, and revenue generation.
Responsibilities
Partner Pipeline & Revenue Ownership
- Own partner-sourced and partner-attached pipeline generation across Australia.
- Build predictable quarterly partner-influenced revenue through disciplined sales execution.
- Drive commercial expansion of AI Labs, sovereign AI, GPUaaS, and enterprise deployments.
Executive Relationship Building
- Develop and manage senior relationships with CROs, CIOs, CDOs, CEOs, Managing Directors, and Practice Leaders across hyperscalers, telcos, GSIs, and OEMs.
- Lead strategic engagements to align partner priorities with Mistral's AI roadmap.
GTM Strategy & Multi-Year Frameworks
- Structure multi-year GTM agreements, joint business plans, commercial frameworks, revenue-share constructs, and margin/discount models.
- Secure MOUs and GTM motions with top partners such as AWS, Microsoft, Google Cloud, Singtel/NCS, ST Engineering, Accenture, Deloitte, Nvidia, Dell.
Partner-Led Sales Execution
- Drive partner-led and partner-attached deals through co-sell plays, joint account planning, and field enablement.
- Lead QBRs, EBCs, regional roadshows, and multi-partner customer showcases.
Cross-Functional Collaboration
- Work closely with product, science, partner engineering, legal, and field teams to position Mistral solutions effectively.
- Coordinate partner activation for AI Labs, AI Factories, sovereign AI programs, and enterprise deployments.
Market Coverage & Program Launches
- Expand Mistral's partner footprint across Australia market with active field engagement.
- Launch regional partner programs, certification paths, and co-marketing initiatives that scale pipeline creation.
About You
- 7-10 years of experience in enterprise sales or consultative selling, ideally with a highly complex, technical product.
- Deep understanding of the Australia market dynamics and enterprise landscape.
- Experience of consultative selling of highly complex, technical products.
- Bachelor's and/or Master's degree in Business, Computer Science, or a related field.
- Significant work experience within the AI ecosystem or related data/infrastructure field.
- Experience working at a successful, fast-growing startup, ideally in deep-tech.
- Strong technical skills to navigate quickly evolving products and steer technical discussions.
- Excellent English skills; additional languages are welcome.
- Outstanding negotiation and communication skills to build relationships and close deals effectively.
Join Mistral AI and be at the forefront of driving AI adoption in the public sector. Your strategic vision, technical aptitude, and relationship-building skills will be instrumental in establishing Mistral AI as a trusted partner for government agencies and public institutions.
Benefits
- Competitive cash salary and equity
- Health Insurance
- Sport: $90 monthly for gym membership
- Food: $200 monthly meal allowance (may evolve as the company grows)
- Transportation: $120/month public transport or reimbursed parking
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