Partner ISV Alliances Manager

We are looking for a Partner Alliances Manager to build and grow strategic technology partnerships that accelerate the company’s growth. This person will work closely with partners, sales, marketing, and product teams to develop joint go-to-market strategies, drive pipeline, and create meaningful business outcomes.

Responsibilities

• Own the ISV alliance portfolio: Serve as the company's primary point of contact and strategic partner for the AI/ML software ecosystem across North America — including agentic infrastructure services, data services and orchestration platforms, distributed compute frameworks, and the Kubernetes/container ecosystem — building deep and trusted relationships across sales, technical, product, and executive teams at each organization.

• Develop joint go-to-market strategies: Create and execute tailored alliance plans for each ISV that align with their product roadmaps, sales motions, and target customer segments — driving joint pipeline, co-selling, and revenue growth for the company across the region.

• Lead with the AI data layer: Position the company as the data platform of choice beneath each partner's AI software stack — from model training and fine-tuning pipelines, to inference and KV cache acceleration, to data preparation, vector and RAG workloads — making the company the assumed storage foundation in each partner's reference architectures and validated designs.

• Drive technical integration and validation: Partner with the company product and engineering teams to prioritize, land, and certify integrations — CSI drivers, operators, marketplace listings, validated designs, and reference architectures — turning technical fit into a repeatable, documented, sellable motion.

• Create cross-partner opportunities: Identify and develop joint opportunities where multiple ISV relationships intersect — particularly where orchestration, MLOps, and inference platforms converge on shared infrastructure — and align those plays with the company's OEM, cloud, and NCP partnerships to deliver integrated, differentiated solutions for customers.

• Build executive alignment: Secure executive-level sponsorship and buy-in across all partner organizations, fostering the kind of strategic alignment that drives sustained, long-term growth.

• Enable and empower: Design and deliver comprehensive enablement programs that equip sales, pre-sales, solution architect, and developer relations teams across all partners with the knowledge, tools, and confidence to position and sell the company effectively.

• Generate and accelerate pipeline: Work closely with the company's North America sales team to identify, develop, and close joint opportunities sourced through or influenced by ISV partnerships, including co-sell and marketplace transactions.

• Represent the company in the ecosystem: Serve as a visible and credible ambassador for the company at partner events, developer conferences, industry shows, and executive briefings across North America.

Desired Qualifications

• Deep industry expertise: 10+ years in technology sales, strategic alliances, or partner management, ideally within AI, cloud, data infrastructure, storage, or HPC.

• ISV alliance experience: Proven success managing strategic ISV partnerships and driving joint GTM, co-selling, pipeline, and revenue.

• AI/ML ecosystem knowledge: Strong understanding of AI/ML, data platforms, MLOps, Kubernetes, orchestration, and AI infrastructure.

• Technical partnership experience: Ability to work across product, engineering, sales, and executive teams to drive integrations and joint solutions.

• Strong network: Established relationships across the North American AI, cloud, and technology ecosystem.

• Strategic and commercial mindset: Ability to prioritize high-impact partnerships and translate relationships into measurable business outcomes.

• Excellent communication skills: Comfortable engaging with technical teams, sales organizations, and C-level executives.

Concerned you don't meet every qualification? Don't let it stop you from applying! The company is committed to building a diverse, inclusive, and authentic workplace. If you are excited about this position but don't meet every qualification in the job description, we encourage you to apply anyway – you may just be the right candidate for this or other positions at the company.

The company is an equal-opportunity employer that prohibits discrimination and harassment of any kind. We provide equal opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.