Senior Alliance Manager, AI Infrastructure, Data Factory & Developer Partnerships (Bay Area Based)
About this role
This role addresses the need to establish and scale Wasabi Technologies' partner strategy within the rapidly expanding AI infrastructure sector. The core problem this hire will solve is building comprehensive partnerships across AI infrastructure, data factory solutions, and the developer ecosystem where none currently exist. The Senior Alliance Manager will be responsible for defining the strategy and executing the go-to-market plan for these critical areas, acting as a strategic leader in identifying and cultivating new relationships with key industry players.
This position functions as both a strategic planner and an active hunter, requiring the individual to proactively seek out and originate new partnerships rather than simply maintaining existing ones. The successful candidate will own the entire lifecycle of these partnerships, from initial identification and relationship building to structuring revenue-generating deals and ensuring successful commercial execution. The role exists to capitalize on the growth of AI infrastructure by creating new revenue streams through strategic alliances.
What you will do
- Hunt and originate new partnerships by proactively identifying, prospecting, and securing new AI infrastructure, data factory, and developer partners.
- Establish the overarching partner strategy, defining which AI infrastructure, data factory, and developer partnerships are most critical and building the roadmap to achieve them.
- Develop and execute go-to-market plans and co-sell motions designed to convert partner capabilities into measurable revenue.
- Collaborate closely with the Business Development team to evaluate and develop relationships with OEM partners, neocloud providers, and emerging AI companies.
- Lead the commercial relationship by managing forecasting, executive alignment, and business reviews for signed partners.
- Build the presence of Wasabi within the AI developer platforms and communities.
- Partner with Marketing and Enablement to transform the partner strategy into effective campaigns and seller-facing content.
- Track key partner performance metrics, focusing on new partnerships originated, pipeline, revenue, and engagement.
What you need
- Possesses a deep working knowledge of the AI infrastructure landscape, including compute, data infrastructure, and AI-native platforms.
- Requires over ten years of experience in alliance management, business development, or partnerships, specifically within the AI infrastructure and storage industries.
- Must have deep, direct experience within the AI infrastructure and storage sectors, complemented by an established network of relationships across AI infrastructure providers, neocloud/GPU companies, storage vendors, and the AI developer ecosystem.
- Demonstrates a proven track record as a hunter, evidenced by the ability to originate and close new strategic partnerships from a cold start.
- Requires strong executive presence, comfortable representing the company at the partner-CEO and partner-VP level.
- Needs strong cross-functional leadership skills to direct initiatives involving Business Development, Sales, Marketing, and Product.
- Must be comfortable using a metrics-driven approach to manage partner performance and pipeline.
Nice to have
- Existing network of relationships across AI infrastructure providers
- Experience in the AI infrastructure and storage industries
Benefits
- $170,000 – $210,000 OTE
Skills and tech stack
Questions candidates ask
What is the remote policy for this role?
The job is based in the United States of America. The ideal candidate is based in the San Francisco Bay Area.
What is the compensation range for this position?
The On-Target Earnings (OTE) range for this position is $170,000 to $210,000.
What is the primary focus of the tech stack mentioned?
The role focuses on partnerships across AI infrastructure, data factory solutions (the storage and data layer powering AI training and inference), and the emerging AI developer ecosystem.
How is success measured in this role?
This role is measured on new relationships built, not just existing ones maintained. Performance is tracked on new partnerships originated, pipeline, revenue, and engagement.
The application is on the official Wasabi Technologies careers page.
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