Strategic Alliances Manager
Company Description: Run:ai is a leading provider of cutting-edge generative AI/ML solutions, collaborating with the largest technology providers worldwide. Our strategic partnerships span public cloud providers, GPU/AI infrastructure platforms, and container-based orchestration platforms. We empower our customers with innovative solutions, enabling them to leverage the power of AI and ML technologies.
Job Summary: As a Strategic Alliances Manager, you will play a crucial role in driving the success of our critical partnerships. You will be responsible for the development and execution of key technology partnerships and drive partner-led sales strategies. You will collaborate with key technology partners, industry influencers, and cross-functional teams to establish collaborative initiatives, amplify market presence, and deliver exceptional value to our customers.
- Develop and execute a comprehensive partnership strategy with a core set of key partners (Cloud vendors, Nvidia, etc.) that aligns with Run:ai's business goals, driving market adoption of our AI/MLOps platform.
- Cultivate in-depth technical, business, and marketing relationships fostering novel technical integrations and collaborative solutions in close coordination with internal and external stakeholders.
- Serve as the primary point of contact for alliance-related activities.
Partner Sales Strategy and Execution:
- Collaborate with cross-functional teams, including marketing and product, to devise joint go-to-market strategies, co-selling initiatives, and marketing campaigns. These efforts will increase awareness and demand for Run:ai's solutions through partner channels.
- Enable and support partner sales teams through training, sales materials, and collaborative customer engagements, ensuring successful sales cycles and positive customer outcomes.
- Develop and monitor sales pipeline and forecasts related to partner-led opportunities, providing regular updates to leadership.
Market Insights, Performance, and Reporting:
- Stay informed about industry trends, emerging technologies, and the competitive landscape, providing insights and recommendations for potential partnership opportunities.
- Define and track key performance indicators (KPIs) for alliance and sales activities including partner sourced and/or influenced revenue. Regularly provide reports and updates to leadership, showcasing the impact of alliances on business outcomes.
- Bachelor's degree in Business, Engineering, Computer Science, or a related field; MBA or advanced degree is a plus.
- 7+ years of experience in technology alliance management, business development, partner sales, or related roles within the technology industry, with a focus on AI, cloud, or data management.
- Strong technical acumen with the ability to understand and communicate complex technical concepts effectively.
- You possess a strong understanding of partnerships, marketing strategies, principles, and tactics.
- Proven track record in driving partner sourced / influence sales results.
- Experience working in a high-growth enterprise software startup, demonstrating flexibility and adaptability to thrive in a dynamic environment.
- Excellent communication and interpersonal skills to build relationships and effectively collaborate with both internal and external stakeholders.
- Experience delivering presentations at conferences, webinars, and similar events.
- Strong negotiation, analytical, data-driven, problem-solving skills.
- Excellent project management and organizational skills with the ability to prioritize tasks and manage multiple work streams simultaneously, meeting deadlines.