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Wasabi is a fast-growing cloud storage company disrupting the industry with hot cloud storage priced at 1/5th the cost of AWS S3, with no egress or API fees. The company is headquartered in Boston and recognized as one of the best places to work in the region.
This Senior Alliance Manager role focuses on building Wasabi's partner strategy across AI infrastructure from the ground up. The position spans three interconnected areas: AI infrastructure partnerships, AI data factory partnerships (the storage and data layer powering AI training and inference), and the emerging AI developer ecosystem.
You will own the end-to-end strategy and go-to-market motion for these partnerships. Key responsibilities include:
• 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 partner strategy: Define which AI infrastructure, data factory, and developer partnerships matter most, and build the roadmap to achieve them.
• Manage relationships: Handle both prospecting of partners who don't yet know Wasabi and managing relationships that already exist.
• Structure partnerships: Evaluate potential partners, originate relationships yourself, and structure how partnerships create revenue.
• Cross-functional collaboration: Work closely with product teams and the Business Development team to evaluate and pursue neocloud providers and other AI-native companies as the landscape evolves.
• Commercial and technical representation: Represent Wasabi commercially and technically with companies building the AI infrastructure stack.
This is a hunter's role as much as a strategist's. You'll spend real time identifying and pursuing prospective partners while managing the overall partnership strategy. The ideal candidate is an AI industry veteran with existing credibility in the AI infrastructure and storage industry, backed by a strong network of relationships.
