Strategic Technology Alliances Manager (NVIDIA, OEM & Cloud)

Spectro Cloud•San Jose, CA

1d•Hybrid

About The Position

We are Spectro Cloud — a fast-growing startup on a mission to make Kubernetes work the way enterprises actually need it to: anywhere, any stack, any scale. Our Palette and PaletteAI platforms let developers, IT, and platform teams work together to ship software that’s easier, safer, and more fun to deliver and manage — from data center to edge, and across the emerging AI infrastructure stack. We build the ecosystem to match: edge Kubernetes on NVIDIA Jetson, turnkey AI data platforms with Supermicro, Palo Alto and NVIDIA BlueField DPUs, and validated joint solutions with the OEMs that ship the world’s AI factories. With $100M+ in recent Series D funding, a team that has built and exited before, and industry-leading investors behind us, we’re taking K8s to the moon and beyond. We’re looking for a seasoned Strategic Technology Alliances Manager to support Spectro Cloud’s next phase of growth. The ideal candidate thrives in a mission-driven, fast-paced environment where their work directly moves the needle on organizational growth, is comfortable operating in a matrixed environment across sales, product, and marketing, and is confident using a broad set of business skills daily. This role reports to the AVP of Alliances and works hand-in-hand with our Regional VP of Sales in the Bay Area. While the role spans our full technology ecosystem, your top priority is clear: own and accelerate our partnerships with NVIDIA and tier-one hardware OEMs — Supermicro, Dell, HPE, Hitachi, Celestica, and Lenovo. Beyond that, you’ll grow our alliances with the fast-emerging Neo Cloud and sovereign cloud providers (CoreWeave, Lambda Labs, and peers) — and, where they overlap, the hyperscale CSPs (AWS, Google Cloud, Azure). Your job is to turn complex multi-partner ecosystems into measurable co-sell pipeline, joint solutions, and revenue.

Requirements

10–15+ years of enterprise software experience, with meaningful time in alliances, business development, or partner-led sales — ideally in cloud native, Kubernetes, virtualization, or AI infrastructure.
Established relationships (or a proven ability to build them fast) inside NVIDIA and at least one tier-one OEM — Supermicro, Dell, HPE, Hitachi, or Lenovo.
Proven track record 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 — value-based selling with a long-term relationship mindset.
Proven ability to sell and influence at the executive / C-suite level, both inside 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, collaborating with VARs, alliance partners, GSIs, and integrators.
Geographically located in the Bay Area — remote/home office, on-site with partners and customers as needed.
Willing and able to travel to NVIDIA GTC, Dell Technologies World, HPE Discover, and other major partner events.
Fun, energetic, team-oriented — looking to help shape the future of the company and your career.

Nice To Haves

Proven working lexicon of iconic sales-oriented movies and movie lines. ABC!

Responsibilities

Be the primary strategic owner of our most critical GTM partnerships with NVIDIA and major OEMs.
Build executive-level relationships inside NVIDIA (AI Enterprise, BlueField, Jetson/Edge) and across major OEMs.
Own our alliance strategy for the fast-growing Neo Cloud and sovereign cloud segment (CoreWeave, Lambda Labs, and peers).
Help Neo Cloud and sovereign cloud providers move up the stack — from raw GPU capacity to full-stack, governed AI-as-a-Service on PaletteAI — and build the joint GTM motions that turn that leverage into revenue.
Run targeted co-sell motions with AWS, Google Cloud, and Azure, including their cloud marketplaces, where the deal warrants it.
Position Spectro Cloud as the foundational orchestration layer for our partners’ hardware.
Drive joint solutions like our validated AI Factory architectures with Supermicro and NVIDIA, and “Edge in a Box” with HPE.
Find the high-leverage opportunities where silicon (NVIDIA), server OEMs (Supermicro/Dell/Lenovo), data platforms (WEKA/Portworx), and cloud converge.
Package the “better together” plays that make integrated solutions easy for partner reps to sell.
Work shoulder-to-shoulder with our North American direct sales team.
Enable partner sales and pre-sales, drive joint account mapping, and rigorously track partner-sourced and partner-influenced revenue.
Represent Spectro Cloud at industry events like NVIDIA GTC, Dell Technologies World, HPE Discover.
Bring the partner voice back inside to shape our product and integration roadmaps.
Maintain Salesforce.com hygiene and forecasting accuracy for partner-sourced and partner-influenced pipeline.
Create and maintain proposal and joint go-to-market documents.
Attain designated alliance and co-sell targets.
Work hard, ship, and enjoy the ride.