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About the Role
Spectro Cloud is seeking a seasoned Strategic Technology Alliances Manager to accelerate growth by owning and accelerating partnerships with AMD and tier-one hardware OEMs. This role involves managing complex multi-partner ecosystems to generate co-sell pipeline, develop joint solutions, and drive revenue.
Responsibilities
- Serve as the primary strategic owner for critical Go-To-Market (GTM) partnerships with AMD and major OEMs.
- Build executive-level relationships within AMD (Data Center GPU/Instinct, ROCm software, Pensando DPU, Embedded/Edge) and across major OEMs.
- Own the alliance strategy for the Neo Cloud and sovereign cloud segment, helping providers offer full-stack, governed AI-as-a-Service on PaletteAI.
- Develop joint GTM motions with Neo Cloud and sovereign cloud providers to generate revenue.
- Execute targeted co-sell motions with hyperscale Cloud Service Providers (CSPs) like AWS, Google Cloud, Azure, and Oracle Cloud, including their marketplaces.
- Position Spectro Cloud as the foundational orchestration layer for partners' AMD-powered hardware.
- Drive joint solutions, such as AI Factory architectures on AMD Instinct and 'Edge in a Box' solutions.
- Identify high-leverage opportunities where silicon, server OEMs, data platforms, and cloud converge.
- Package 'better together' plays to simplify selling integrated solutions for partner representatives.
- Collaborate with the North American direct sales team to enable partner sales and pre-sales.
- Drive joint account mapping and track partner-sourced and partner-influenced revenue.
- Represent Spectro Cloud at industry events like AMD Advancing AI, Dell Technologies World, HPE Discover, and KubeCon.
- Gather partner feedback to influence product and integration roadmaps.
- Maintain Salesforce.com hygiene and forecasting accuracy for partner pipeline.
- Create and maintain proposal and joint GTM documents.
- Attain designated alliance and co-sell targets.
Requirements
- 10-15+ years of enterprise software experience, with significant time in alliances, business development, or partner-led sales.
- Experience in cloud native, Kubernetes, virtualization, or AI infrastructure is ideal.
- Established relationships, or a proven ability to build them quickly, within AMD and at least one tier-one OEM (Supermicro, Dell, HPE, Hitachi, or Lenovo).
- Familiarity with the AMD data center and AI stack (Instinct GPUs, ROCm, EPYC, Pensando) and its competitive landscape is a strong plus.
- Proven track record of closing and scaling strategic, multi-partner deals with measurable co-sell and partner-influenced revenue.
- Ability to navigate a competitive landscape and articulate value and TCO focused on customer outcomes using value-based selling.
- Proven ability to sell and influence at the executive/C-suite level, both internally with partners and at joint enterprise accounts.
- Excellent pipeline management and forecasting discipline.
- Fluent in Salesforce.com and partner CRM/PRM tooling.
- Hunter mentality with the ability to land and expand new logos across a matrixed sales environment.
- Ability to collaborate with VARs, alliance partners, GSIs, and integrators.
- Willing and able to travel to major partner events.
Skills
- Alliances
- Business Development
- Partner-led Sales
- Cloud Native
- Kubernetes
- Virtualization
- AI Infrastructure
- Go-To-Market (GTM) Strategy
- Co-selling
- Pipeline Generation
- Salesforce.com
- CRM/PRM Tooling
- Value-based Selling
- Executive Engagement
- Forecasting
- Relationship Building
Location
- Austin, TX
- Dallas, TX
- Houston, TX
- Remote (within Texas)
Work Type
- Remote
- On-site (with partners and customers as needed)
Experience Level
- Seasoned
- 10-15+ years
About the Company
- Spectro Cloud is a fast-growing startup focused on making Kubernetes work for enterprises anywhere, on any stack, and at any scale.
- Our Palette and PaletteAI platforms enable seamless collaboration between developers, IT, and platform teams for software delivery and management.
- We are building an ecosystem that includes AMD Instinct-powered AI factories, ROCm-based training and inference stacks, AMD Pensando DPUs, and joint solutions with OEMs.
- The company has secured over $100M in recent Series D funding and has a team with prior successful exits.
- We are backed by industry-leading investors and are expanding the reach of Kubernetes.