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Lambda is a leader in AI cloud infrastructure serving tens of thousands of customers, from AI researchers to enterprises and hyperscalers. As Technology Alliance Partner Manager, you will own the strategy and execution of Lambda's technology partner ecosystem, enabling customers to do more on the platform and attracting new teams to build on Lambda's cloud.
This is a senior, end-to-end ownership role where you will define the strategy, programs, and partnerships themselves. You will work across engineering, product, legal, sales, and other teams to identify and recruit technology partners and ISVs aligned with Lambda's priorities. You'll design repeatable partner programs and frameworks that turn individual partnerships into scalable channels for growth.
Key responsibilities include: setting Lambda's technology partner strategy with clear segmentation and prioritization; recruiting and onboarding partners that expand customer capabilities; building partner programs and enablement frameworks; working with product and engineering to define integrations and manage the partner roadmap; structuring appropriate commercial models (co-sell, co-build, resale, referral); leading joint go-to-market motions with sales and partners; defining success metrics and owning program outcomes; and representing Lambda across the technology partner ecosystem with regular travel to partner sites and industry events.
You are part strategist, part dealmaker, and part builder. You identify where partner technology and Lambda's cloud create shared customer value before others see it, and you win internal and external buy-in to execute. You are equally credible with partner engineers and executives, turning single agreements into repeatable channels. You learn new domains quickly, reason from evidence, and are comfortable in both commercial negotiations and architecture reviews.
Required qualifications: 10+ years in technology or ecosystem partnerships, alliances, or partner business development in B2B technology, including partnerships built and scaled from the ground up; proven success building revenue-generating technology partner ecosystems that drove new customers, consumption, or revenue to a cloud or platform; experience designing partner programs and frameworks; technical depth in AI infrastructure, model development workflows, and data pipelines with credibility to engage engineers and executives; hands-on joint go-to-market and co-sell experience; ability to negotiate complex partnership agreements across multiple models; credibility with startup and enterprise executives in multi-party deals; and ability to win buy-in without organizational authority.
Nice-to-have: experience influencing partner-facing roadmaps with product and engineering; background with hyperscaler or major AI infrastructure partner ecosystems (AWS, Azure, Google Cloud, NVIDIA); GPU compute, HPC, or AI infrastructure background; experience in data and AI intensive sectors (financial services, healthcare, robotics, automotive).
The role requires presence in the San Francisco or San Jose office 4 days per week, with Tuesday as the designated work-from-home day.
