Principal AI Partner Manager (VAR/GSI)

Penguin Solutions

9d•$267,000 - $330,000•Remote

About The Position

The Penguin Solutions Partner team builds and manages strategic relationships with key partners, as it relates to executing AI Factory Platform Strategy. This role will be instrumental in developing and maintaining strategic relationships with leading AI hardware, software, and service providers. This person will work collaboratively with sales, product management, and marketing to develop flexible and scalable programs for growing our customer base. Having a strong entrepreneurial drive, an ability to work independently and cross functionally, and possessing a passionate winning attitude is critical to being successful in this position.

Requirements

15+ years of experience in strategic alliances, business development, partnerships, ecosystem leadership, or related executive-facing roles.
Proven track record developing and scaling partnerships that drive significant revenue growth and strategic business impact.
Experience working with AI, cloud, HPC, data infrastructure, or enterprise technology ecosystems.
Demonstrated ability to influence senior executives and lead complex cross-functional initiatives in global organizations.
Strong business and financial acumen, including experience with revenue planning, forecasting, and business strategy.
Exceptional executive communication, negotiation, and relationship-building skills.
Ability to navigate ambiguity, drive organizational alignment, and deliver results through influence rather than direct authority.

Responsibilities

Define and execute Penguin Solutions' strategic alliance and ecosystem strategy in support of AI Factory Platform growth.
Own executive relationships with key global partners, engaging C-suite and senior leaders to drive long-term business value.
Develop and lead Joint Business Plans (JBPs) that deliver measurable revenue, pipeline growth, and market expansion.
Identify and create new partnership opportunities that enhance competitive differentiation and accelerate growth.
Influence executive stakeholders across Sales, Product, Engineering, Services, and Marketing to align priorities and execution.
Drive partner-led and partner-influenced revenue through scalable co-sell motions, programs, and strategic initiatives.
Lead complex partnership negotiations, governance processes, and executive business reviews.
Shape solution innovation by collaborating with partners and internal teams to develop differentiated AI offerings.
Build scalable frameworks, playbooks, and best practices for strategic alliance management.
Represent Penguin Solutions as an industry thought leader at executive forums, customer engagements, and industry events.