GPU as a Service (GPUaaS) Partner Sales Manager

Rackspace Technology

7d•$165,109 - $290,615•Remote

About The Position

The GPUaaS Partner Sales Manager is a senior individual contributor responsible for creating qualified GPUaaS pipeline and bookings through strategic partner-led sales motions. The role develops and activates relationships with solution providers, OEMs, resellers and services partners such as Dell Technologies, WWT, AHEAD and other priority ecosystem partners whose field sellers identify customer demand and bring Rackspace into an opportunity. The Partner Sales Manager owns the commercial field motion from partner activation and opportunity identification through qualification, registration, pursuit orchestration and handoff/engagement with the appropriate GPUaaS seller. Success is measured by productive partner relationships, partner-sourced pipeline, conversion, bookings, velocity and disciplined execution in Salesforce.

Requirements

Expert knowledge of partner-led enterprise technology sales, co-sell/referral motions, deal registration, partner economics and field activation.
Working knowledge of GPUaaS and accelerated computing, including AI training, inference, HPC, GPU clusters, capacity/availability considerations and common enterprise buying drivers.
Working knowledge of AMD and NVIDIA GPU platforms and the broader OEM, infrastructure, data-center and AI ecosystem sufficient to conduct initial opportunity qualification.
Strong commercial acumen including ACV/TCV, contract term, pricing, gross margin, referral economics and deal quality.
Expert understanding of pipeline management, qualification, forecasting, CRM discipline and partner attribution.
Partner Sales / Co-Sell Execution
Business Development and Pipeline Creation
Executive and Field Relationship Management
Opportunity Qualification
Consultative Selling and Discovery
Salesforce / CRM Discipline
Pipeline Inspection and Forecasting
Account and Territory Mapping
Partner Enablement
Negotiation and Influence
Cross-functional Pursuit Orchestration
Executive Presentation and QBR Leadership
Data Analysis and Commercial Acumen
12-14 years of relevant technology sales, partner sales, alliances, channel or business development experience, consistent with the P5 job architecture.
Demonstrated record of creating pipeline and revenue through enterprise partners, solution providers, OEMs, VARs or systems integrators.
Experience in cloud, infrastructure, data center, AI/ML, accelerated computing or adjacent enterprise technology strongly preferred.
Bachelor's degree preferred in business, technology or related field; equivalent relevant experience may substitute based on company policy.

Nice To Haves

The role develops and activates relationships with solution providers, OEMs, resellers and services partners such as Dell Technologies, WWT, AHEAD and other priority ecosystem partners whose field sellers identify customer demand and bring Rackspace into an opportunity.
This role is distinct from strategic technology-vendor Business Development roles focused on a single vendor relationship (for example AMD or NVIDIA). This role is specifically accountable for partners that generate or refer customer sales opportunities.
This role is also distinct from broad channel program administration. The emphasis is field sales activation, qualified pipeline creation, pursuit support and bookings.

Responsibilities

Own the day-to-day GPUaaS sales relationship and field execution with assigned partners such as Dell Technologies, WWT, AHEAD and other designated solution-provider or ecosystem partners.
Create and execute partner-specific business plans covering target segments/accounts, seller alignment, joint plays, enablement, pipeline goals, bookings goals, governance and executive sponsorship.
Activate partner field sellers to identify GPUaaS demand and bring Rackspace qualified opportunities. Establish clear rules of engagement, deal registration/referral processes, attribution and handoff expectations.
Build direct relationships with partner sales leaders, account executives, solution architects and practice leaders; map them to Rackspace GPUaaS sellers and technical resources.
Drive account and territory mapping, whitespace identification and recurring pipeline-generation sessions with priority partners.
Qualify partner-referred opportunities before accepting them into the GPUaaS pipeline. Where reasonably discoverable, validate customer/workload, use case, GPU platform preference, scale/capacity, geography, timing, buyer, budget/economic context, competition and next step.
Own partner-sourced opportunity intake and ensure timely routing to the appropriate GPUaaS New Pursuits seller while remaining engaged as the partner-facing sales owner throughout the pursuit.
Orchestrate Rackspace GPUaaS Sales, Solution Architecture, Product, Capacity/Operations, Finance, Legal and Delivery resources required to advance partner-led opportunities.
Coordinate joint customer meetings, discovery sessions, solution workshops, proposals, executive engagements and commercial actions with the partner and GPUaaS pursuit team.
Maintain rigorous Salesforce hygiene for all partner-led opportunities, including source/influence attribution, partner name, stage, value, next step, close date, qualification data, risks and partner actions.
Inspect pipeline weekly for aging, stalled opportunities, missing qualification and next-step quality; drive corrective action or qualification-out when appropriate.
Build repeatable partner enablement covering GPUaaS value proposition, ideal customer profile, workloads, qualification triggers, AMD/NVIDIA platforms, capacity considerations, differentiation, referral process and engagement model.
Run partner pipeline reviews and QBRs that focus on measurable business outcomes, opportunity movement, bookings, conversion, enablement effectiveness, issues and agreed actions.
Capture win/loss and field feedback and use it to improve partner plays, enablement, commercial constructs and the broader GPUaaS GTM model.