Strategic Technology Alliances Manager (NVIDIA, OEM & Cloud)
Strategic Technology Alliances Manager We are Spectro Cloud — a fast-growing startup on a mission to make Kubernetes work the way enterprises actually need it: anywhere, any stack, any scale. Our Palette and PaletteAI platforms let developers, IT, and platform teams work together to ship software that's easier, safer, and more fun to deliver and manage — from data center to edge, and across the emerging AI infrastructure stack. We're looking for a seasoned Strategic Technology Alliances Manager to support Spectro Cloud's next phase of growth. The ideal candidate thrives in a mission-driven, fast-paced environment where their work directly moves the needle on organizational growth, is comfortable operating in a matrixed environment across sales, product, and marketing, and is confident using a broad set of business skills daily. This role reports to the AVP of Alliances and works hand-in-hand with our Regional VP of Sales in the Bay Area. While the role spans our full technology ecosystem, your top priority is clear: own and accelerate our partnerships with NVIDIA and tier-one hardware OEMs — Supermicro, Dell, HPE, Hitachi, Celestica, and Lenovo. Beyond that, you'll grow our alliances with the fast-emerging Neo Cloud and sovereign cloud providers (CoreWeave, Lambda Labs, and peers) — and, where they overlap, the hyperscale CSPs (AWS, Google Cloud, Azure). Your job is to turn complex multi-partner ecosystems into measurable co-sell pipeline, joint solutions, and revenue.
What You'll Do
NVIDIA & OEM alliances (top priority). Be the primary strategic owner of our most critical GTM partnerships. Build executive-level relationships inside NVIDIA (AI Enterprise, BlueField, Jetson/Edge) and across our major OEMs. Neo Cloud & sovereign cloud expansion. Own our alliance strategy for the fast-growing Neo Cloud and sovereign cloud segment (CoreWeave, Lambda Labs, and peers). Help these providers move up the stack — from raw GPU capacity to full-stack, governed AI-as-a-Service on PaletteAI — and build the joint GTM motions that turn that leverage into revenue. Hyperscale CSP co-sell. Where the deal warrants it, run targeted co-sell motions with AWS, Google Cloud, and Azure, including their cloud marketplaces. AI infrastructure & edge leadership. Position Spectro Cloud as the foundational orchestration layer for our partners' hardware. Drive joint solutions like our validated AI Factory architectures with Supermicro and NVIDIA, and "Edge in a Box" with HPE. Cross-partner GTM & co-selling. Find the high-leverage opportunities where silicon (NVIDIA), server OEMs (Supermicro/Dell/Lenovo), data platforms (WEKA/Portworx), and cloud converge. Package the "better together" plays that make integrated solutions easy for partner reps to sell. Pipeline generation & acceleration. Work shoulder-to-shoulder with our North American direct sales team. Enable partner sales and pre-sales, drive joint account mapping, and rigorously track partner-sourced and partner-influenced revenue. Ecosystem ambassador. Represent Spectro Cloud at the summits that matter — NVIDIA GTC, Dell Technologies World, HPE Discover — and bring the partner voice back inside to shape our product and integration roadmaps. Forecasting & operating rigor. Maintain hygiene and forecasting accuracy for partner-sourced and partner-influenced pipeline. Create and maintain proposal and joint go-to-market documents. Attain designated alliance and co-sell targets. Have fun and make money. This is a startup. We work hard, ship, and enjoy the ride. Minimum Qualifications 10–15+ years of enterprise software experience, with meaningful time in alliances, business development, or partner-led sales — ideally in cloud native, Kubernetes, virtualization, or AI infrastructure. Established relationships (or a proven ability to build them fast) inside NVIDIA and at least one tier-one OEM — Supermicro, Dell, HPE, Hitachi, or Lenovo. Proven track record closing and scaling strategic, multi-partner deals with measurable co-sell and partner-influenced revenue. Ability to navigate a competitive landscape and articulate value and TCO focused on customer outcomes — value-based selling with a long-term relationship mindset. Proven ability to sell and influence at the executive / C-suite level, both inside partners and at joint enterprise accounts. Excellent pipeline management and forecasting discipline; fluent in Salesforce.com and partner CRM/PRM tooling. Hunter mentality with the ability to land and expand new logos across a matrixed sales environment, collaborating with VARs, alliance partners, GSIs, and integrators. Geographically located in the Bay Area — remote/home office, on-site with partners and customers as needed. Willing and able to travel to NVIDIA GTC, Dell Technologies World, HPE Discover, and other major partner events. Fun, energetic, team-oriented — looking to help shape the future of the company and your career.
Preferred Qualifications
Proven working lexicon of iconic sales-oriented movies and movie lines. Location: San Francisco Bay Area, CA (on-site / hybrid) This role is Bay Area only. Proximity to San Jose/Santa Clara is expected — it's the center of gravity for our silicon and hardware partners. Experience: 10 years required