Technology Alliance Partner Manager

Lambda•San Francisco, CA

3d•$296,000 - $395,000•Hybrid

About The Position

The AI ecosystem is being built right now, and Lambda intends to sit at the heart of it. As Tech Alliance Partner Manager, you will grow Lambda's technology partner ecosystem so customers can do more on Lambda, and so more teams choose to build here. In practice, that means forging partnerships across the platforms, tools, and applications AI teams rely on every day, and turning them into a durable engine of growth. This is a senior role with end to end ownership, and you are joining early enough to define it: the strategy, the programs behind it, and the partnerships themselves are yours to build, in close partnership with engineering, product, legal, sales, and other teams. You are part strategist, part dealmaker, and part builder. You see where a partner's technology and Lambda's cloud create value for a shared customer before anyone else does, and you win the internal and external buy-in to act on it. You are equally credible with a partner's engineers and executives, and you turn a single agreement into a repeatable channel through the programs and operations you put in place. You learn new domains quickly, reason from evidence, and are as at home in a commercial negotiation as you are in an architecture review. If you want to build something from an early stage and watch it show up in real customer wins, this is that role.

Requirements

Have 10+ years in technology or ecosystem partnerships, alliances, or partner business development within B2B technology, including partnerships you built and scaled from the ground up
Have proven success building revenue-generating technology partner ecosystems that drove new customers, consumption, or revenue to a cloud or platform, with a strong grasp of consumption-based business models
Have designed partner programs or frameworks yourself, not just executed someone else's
Bring the technical depth to lead technical validation, architecture alignment, and use-case qualification, with familiarity across AI infrastructure, model development workflows, and data pipelines, and the credibility to engage engineers and executives alike
Drive joint go-to-market and co-sell motions hands on with sales teams
Negotiate complex partnership agreements from structure through close, across co-sell, co-build, resale, and referral models
Operate credibly with executives at startups and enterprises alike, and in multi-party deals where the same company can be partner, customer, and supplier at once
Win partners, executives, engineers, and your own field over to your ideas without relying on organizational authority
Are comfortable operating without a playbook in a fast moving environment, and energized by writing the first version rather than inheriting one

Nice To Haves

Experience working closely with Product and Engineering to influence partner-facing roadmaps and integrations
Experience with a hyperscaler or major AI infrastructure partner ecosystem such as AWS, Azure, Google Cloud, or NVIDIA
A background in GPU compute, high performance computing, or AI infrastructure
Industry experience in data and AI intensive sectors such as financial services, healthcare, robotics, or automotive

Responsibilities

Own the strategy: Set Lambda's technology partner strategy, including segmentation, prioritization, and a clear point of view on where to focus and why.
Recruit and onboard partners: Identify, recruit, and onboard technology partners and ISVs aligned with Lambda's product and go-to-market priorities, prioritizing those that expand what customers can do on our cloud.
Design the programs: Build the partner programs, frameworks, and playbooks that turn individual partnerships into a repeatable way to create value, and drive partner readiness and platform adoption through structured onboarding and enablement.
Drive the integrations and partner roadmap: Work with product and engineering to define the integrations that make each partnership real, run the cadence that turns partner needs into a prioritized roadmap, and make the case for the resourcing and sequencing they require.
Shape the commercial model: Choose and structure the right partnership model for each partner, whether co-sell, co-build, resale, or referral, and work with Legal, Revenue Operations, and Finance on the agreements and processes behind it.
Lead the joint go-to-market: Lead co-sell and joint go-to-market with Sales and partners, embedding partners into our sales motions and converting partnerships into customer activity.
Own the outcomes: Define what good looks like for Lambda's partner program and the metrics behind it, and own the results, from growing Lambda's customer footprint to keeping customers building on Lambda.
Represent Lambda: Advocate for partners across Sales, Product, Marketing, Legal, Finance, and GTM Operations, and represent Lambda across the technology partner ecosystem, with regular travel to spend time with partners in person and take part in events, advisory boards, and industry forums.