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About the Role
As Tech Alliance Partner Manager, you will grow Lambda's technology partner ecosystem, forging partnerships across platforms, tools, and applications that AI teams rely on, turning them into a durable engine of growth. This is a senior role with end-to-end ownership, where you will define the strategy, programs, and partnerships in collaboration with various internal teams.
Responsibilities
- Set Lambda's technology partner strategy, including segmentation, prioritization, and focus areas.
- Identify, recruit, and onboard technology partners and ISVs aligned with Lambda's priorities.
- Build partner programs, frameworks, and playbooks to create repeatable value and drive partner readiness.
- Define integrations with product and engineering, manage the partner roadmap, and secure necessary resources.
- Choose and structure partnership models (co-sell, co-build, resale, referral) and manage agreements.
- Lead co-sell and joint go-to-market initiatives with Sales and partners.
- Define program success metrics and own results, including customer footprint growth and retention.
- Advocate for partners internally and represent Lambda in the technology partner ecosystem, including travel for in-person engagement.
Requirements
- 10+ years in technology or ecosystem partnerships, alliances, or partner business development within B2B technology.
- Proven success building revenue-generating technology partner ecosystems that drove new customers, consumption, or revenue.
- Experience designing partner programs or frameworks.
- Technical depth to lead technical validation, architecture alignment, and use-case qualification.
- Familiarity across AI infrastructure, model development workflows, and data pipelines.
- Credibility to engage engineers and executives.
- Experience driving joint go-to-market and co-sell motions hands-on with sales teams.
- Experience negotiating complex partnership agreements across various models.
- Ability to operate credibly with executives at startups and enterprises.
- Ability to win partners, executives, and engineers over to ideas without relying on organizational authority.
- Comfort operating without a playbook in a fast-moving environment.
Skills
- AI infrastructure
- Model development workflows
- Data pipelines
- Partnership strategy
- Ecosystem development
- Go-to-market strategy
- Commercial negotiation
- Technical validation
- Architecture alignment
- Use-case qualification
Location
- San Francisco, CA
- San Jose, CA
Work Type
- Hybrid
- On-site (4 days per week in office)
Experience Level
- Senior
Salary/Compensations
- Salary range for this position has been set based on market data and other factors. However, a salary higher or lower than this range may be appropriate for a candidate whose qualifications differ meaningfully from those listed in the job description.
Benefits
- Generous cash & equity compensation
- Health, dental, and vision coverage for you and your dependents
- Wellness and commuter stipends for select roles
- 401k Plan with 2% company match (USA employees)
- Flexible paid time off plan
About the Company
- Lambda is a leader in AI cloud infrastructure serving tens of thousands of customers, ranging from AI researchers to enterprises and hyperscalers.
- Lambda's mission is to make compute as ubiquitous as electricity and give everyone the power of superintelligence.
- Founded in 2012, with 500+ employees and growing fast.
- Investors include TWG Global, US Innovative Technology Fund (USIT), Andra Capital, SGW, Andrej Karpathy, ARK Invest, Fincadia Advisors, G Squared, In-Q-Tel (IQT), KHK & Partners, NVIDIA, Pegatron, Supermicro, Wistron, Wiwynn, Gradient Ventures, Mercato Partners, SVB, 1517, and Crescent Cove.
- Has research papers accepted at top machine learning and graphics conferences.
- Values are publicly available.
Equal Opportunity
- Lambda is an Equal Opportunity employer. Applicants are considered without regard to race, color, religion, creed, national origin, age, sex, gender, marital status, sexual orientation and identity, genetic information, veteran status, citizenship, or any other factors prohibited by local, state, or federal law.