Senior Alliance Manager – Infrastructure

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🔥 2 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $172.8k - $216k / year

⏰ Full Time

🟠 Senior

👔 Manager

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Armada

WebsiteLinkedInAll Job Openings

51 - 200 employees

🏭 Manufacturing

📦 Logistics

💼 Consulting

💰 $47.3M Series A on 2023-12

Manufacturing • Logistics • Consulting

Armada is a company focused on enhancing connectivity and data management in remote environments through advanced technology solutions. With products such as Connect, Edge, and OpsAI, Armada enables seamless connectivity, robust data infrastructure, and real-world AI applications to address critical challenges in industries like oil and gas, public sector, manufacturing, mining, logistics, and telecommunications. The company leverages partnerships and technology like SpaceX/Starlink to bring digital solutions to over 40 countries. Armada's mission is to bridge the digital divide by offering innovative connectivity and compute solutions tailored for the most challenging environments.

📋 Description

• Own and evolve the overall partnership strategy for Nvidia, WWT, Cisco, and Dell, including account planning, joint business planning (JBP), and executive alignment sessions. • Serve as Armada's senior-most field point of contact for these partners, building trusted relationships with partner alliance leadership, sales VPs, and field leadership. • Partner with Armada account executives and partner sellers to identify, prioritize, and coordinate co-sell opportunities across a national/enterprise account base. • Design and drive repeatable co-sell motions and playbooks that can scale across regions and partner teams. • Proactively source and qualify new opportunities through alliance channels, driving them into Armada's pipeline in partnership with sales leadership. • Own pipeline health and forecasting accuracy for partner-sourced and partner-influenced revenue. • Build and manage structured pairings between Armada's sales teams and partner sales teams across territories. • Develop joint value propositions, lead account planning sessions, and drive ongoing field enablement and training. • Own deal registration processes and ensure compliance with partner program requirements across WWT, Cisco, and Dell systems. • Build and deliver enablement assets and training on partner programs, incentives, and best practices for internal sales teams. • Own KPI tracking, pipeline impact, and revenue reporting tied to alliance activities; present regularly to Armada and partner leadership. • Translate performance data into strategic recommendations that shape future partnership investment and prioritization. • Partner with marketing and product teams to shape joint campaigns, events, and account-based marketing initiatives aligned to partner priorities. • Represent Armada in partner QBRs, planning sessions, and executive briefings.

🎯 Requirements

• 8+ years of experience in alliance management, channel/partner management, or enterprise business development in the technology industry, with direct experience managing relationships with WWT, Cisco, Dell, or comparable large-scale technology alliances. • Demonstrated track record of driving measurable, partner-led revenue at scale — not just managing relationships, but owning outcomes. • Executive presence: credible and effective in front of partner and internal senior leadership, including VP/C-level stakeholders. • Deep understanding of cloud, networking, edge computing, and enterprise infrastructure trends. • Strong track record building and scaling co-sell motions and playbooks across multiple regions or teams. • Highly organized, with the ability to manage multiple strategic initiatives and stakeholders in a fast-paced, high-growth environment. • Proficiency with sales and partner tools (Salesforce, partner portals, deal registration platforms).

🏖️ Benefits

• Competitive base salary and equity • Medical, dental, and vision (subsidized cost) • Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA) • Retirement plan options, including 401(k) and Roth 401(k) • Unlimited paid time off (PTO) • 14 paid company holidays per year