Senior Technical Partner Manager

🕒 il y a 1 mois

🇺🇸 États-Unis – Télétravail

💵 $163 040 - $203 800 / an

⏰ Temps Plein

🟠 Senior

💰 Responsable de comptes

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Armada

Site WebLinkedInTous les Emplois

51 - 200 employés

📡 Télécommunications

🤖 Intelligence artificielle

🏢 Entreprise

💰 €47 300 000 Series A en 2023-12

Telecommunications • Artificial Intelligence • Enterprise

Armada est une entreprise axée sur l'amélioration de la connectivité et la gestion des données dans les environnements éloignés grâce à des solutions technologiques avancées. Avec des produits tels que Connect, Edge et OpsAI, Armada permet une connectivité fluide, une infrastructure de données robuste et des applications d'IA concrètes pour relever des défis critiques dans des secteurs tels que le pétrole et le gaz, le secteur public, la fabrication, l'exploitation minière, la logistique et les télécommunications. L'entreprise s'appuie sur des partenariats et des technologies telles que SpaceX/Starlink pour apporter des solutions numériques dans plus de 40 pays. La mission d'Armada est de combler le fossé numérique en offrant des solutions innovantes de connectivité et de calcul adaptées aux environnements les plus exigeants.

Description

• Own the technical relationship • Serve as the primary technical point of contact for a portfolio of strategic partners spanning hardware OEMs, silicon vendors, hyperscalers, and ISVs. • Act as Armada's technical voice with partner engineering and product organizations; act as the partner's technical voice inside Armada. • Build trusted relationships with partner CTOs, chief architects, solution architects, and alliance leaders. • Lead the design of joint reference architectures, integrations, and co-engineered solutions that combine Armada's edge platform with partner hardware, software, and cloud services. • Partner with Armada product and engineering to prioritize integration work; partner with partner engineering to land it on both roadmaps. • Run hands-on technical validation — PoCs, bake-offs, interop testing — and translate results into clear, decision-ready narratives for both sides. • Design the operating system for technical partnerships at Armada: intake, qualification, technical deep-dives, architecture reviews, enablement, escalation paths, QBRs, and exit criteria. • Stand up repeatable enablement: partner technical training, certification paths, architecture guides, demo environments, and reference deployments. • Instrument the program with metrics that matter — integration velocity, joint pipeline sourced and influenced, time-to-first-deployment, partner NPS, certified-SE headcount — and iterate the process against them. • Explain the Armada platform — hardware, orchestration, networking, security model, AI/ML stack — simply and accurately to audiences ranging from a partner's CFO to their kernel engineer. • Build the teaching materials, whiteboards, and talk tracks that let partners sell and support Armada without needing you in the room. • Represent Armada at partner events, technical councils, webinars, and joint customer engagements. • Shape the commercial contours of partnerships — joint GTM, solution SKUs, services attach, co-sell motions — in lockstep with Armada's alliances, sales, product, and finance leaders. • Negotiate technical terms in partnership agreements: integration scope, roadmap commitments, interop SLAs, support handoffs, IP boundaries. • Drive joint pipeline and unblock deals where the hard question is technical, architectural, or operational.

🎯 Exigences

• 8–12+ years of experience in technical partner management, partner solutions architecture, alliances engineering, or a closely related hybrid technical/commercial role at an infrastructure, cloud, OEM, or deep-tech company. • Strong technical literacy across infrastructure — both software and hardware. You can credibly discuss server and networking hardware, GPUs and accelerators, virtualization and containers, Kubernetes, Linux, storage, observability, networking (including private 5G, SD-WAN, and satellite), identity and security, and modern AI/ML inference and data pipelines. • A track record of balancing speed and precision and knowing which of the two matters more in each moment. • Proven ability to design and stand-up processes that scale in parallel to execution — not after it. You build the rails while running the train. • A gift for explaining complexity simply and teaching complex concepts. You adjust altitude naturally: zoom into a packet trace with a partner engineer, then zoom out to a one-slide architecture for an EVP. • Comfort holding your own in a technical conversation with engineers — and equal comfort in commercial conversations with partner alliance, channel, and procurement teams. • Experience driving joint reference architectures, co-engineered solutions, or technical certifications with major ecosystem partners (examples: NVIDIA, Dell, HPE, Supermicro, Intel, AMD, Cisco, AWS, Azure, GCP, Databricks, VMware, Red Hat). • Strong written communication — you can produce a reference architecture, a technical FAQ, and a tight exec memo in the same week. • Willingness to travel ~25–40% to partner sites, customer deployments, and industry events.

🏖️ Avantages

• 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