Senior Alliance Manager, AI Infrastructure, Data Factory & Developer Partnerships

Wasabi Technologies

15d•$170,000 - $210,000

About The Position

AI infrastructure is one of the fastest-growing areas of our business, and we're looking for a senior alliance leader to build our partner strategy across it from the ground up. This is a hunter's role as much as a strategist's: you'll spend real time identifying and pursuing prospective partners who don't yet know Wasabi, as well as managing relationships that already exist. The mandate spans three connected areas: AI infrastructure partnerships, AI data factory partnerships (the storage and data layer powering AI training and inference), and the emerging AI developer ecosystem. This role calls for an AI industry veteran who already has credibility in the AI infrastructure and storage industry — with a network of relationships. You'll own the strategy, and the go-to-market for this motion end to end: evaluating who we partner with, originating those relationships yourself, structuring how the partnership creates revenue, and representing Wasabi commercially and technically with the companies building the AI infrastructure stack. You'll work in close partnership cross functionally with product teams and with our Business Development team to evaluate and pursue neocloud providers, and other AI-native companies as the landscape evolves.

Requirements

Deep working knowledge of the AI infrastructure landscape (compute, data infrastructure, AI-native platforms) and the broader developer ecosystem.
10+ years in alliance management, business development, or partnerships, with deep, direct experience in the AI infrastructure and storage industries specifically
An industry veteran with an existing network of relationships across AI infrastructure providers, neocloud/GPU companies, storage vendors, and the AI developer ecosystem
A proven track record as a hunter — someone who has originated and closed new strategic partnerships from a cold start
Strong executive presence — comfortable representing Wasabi at the partner-CEO and partner-VP level, and comfortable being the senior voice in the room.
Strong cross-functional leadership, with experience directing initiatives across Business Development, Sales, Marketing, and Product
Comfortable with a metrics-driven approach to managing partner performance and pipeline.

Nice To Haves

Our ideal candidate is based in San Francisco Bay Area.

Responsibilities

Hunt and originate new partnerships. Proactively identify, prospect, and land new AI infrastructure, data factory, and developer partners — this role is measured on new relationships built, not just existing ones maintained.
Set the partner strategy. Define which AI infrastructure, data factory, and developer partnerships matter most, and build the roadmap to get there.
Drive go-to-market. Build joint GTM plans and co-sell motions that turn partner capabilities into real, trackable revenue.
Partner with Business Development. Work hand-in-hand with BD to identify, evaluate, and develop relationships with OEM partners, neocloud providers, and other emerging AI companies — helping shape deal structure and unlock joint opportunity.
Own the commercial relationship. Lead forecasting, executive alignment, and business reviews for signed partners, from first conversation through signed deal and beyond.
Build the developer ecosystem presence. Establish Wasabi's footprint with AI developer platforms and communities largely from scratch.
Enable the field. Partner with Marketing and Enablement to turn partner strategy into campaigns, positioning, and seller-facing content.
Measure what matters. Track partner performance on new partnerships originated, pipeline, revenue, and engagement — not just activity.
Represent Wasabi externally. Attend partner summits, industry events, and executive briefings across the AI ecosystem, using your existing network to open doors.