Manager, GPU as a Service – Business Development, Strategic Technology Partners

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the strategic business-development partnership and collaborative go-to-market initiatives between Rackspace GPUaaS and designated technology partners such as AMD or NVIDIA.

• Formulate and implement annual and quarterly joint business strategies encompassing target markets, workloads, accounts, campaigns, pipeline, bookings, executive sponsorship, and field activation.

• Cultivate relationships across partner executive leadership, sales, business development, product, engineering, solution architecture, marketing, and partner/channel teams.

• Clearly define and communicate the joint GPUaaS value proposition for enterprise AI, inference, training, HPC, sovereign/regulated, and accelerated-compute workloads.

• Develop repeatable co-selling strategies and target-account motions that connect partner sales and technical teams with Rackspace GPUaaS specialists.

• Manage partner-sourced and partner-influenced opportunity generation while overseeing progression through qualification, proposal, negotiation, and booking stages.

• Coordinate collaborative customer pursuits, executive briefings, workshops, events, proofs of concept, proposals, bids, and commercial negotiations.

• Transform partner roadmaps and customer needs into GPUaaS specifications, including GPU platforms, cluster configurations, software ecosystems, availability, deployment timelines, and service readiness.

• Collaborate with Finance and commercial leadership on deal economics, pricing structures, capacity commitments, funding/incentive programs, MDF, and margin guidelines.

• Maintain monthly pipeline/activation reviews and quarterly executive business assessments with documented actions, responsible parties, and timelines.

• Ensure precise CRM attribution and partner references for pipeline, bookings, conversion, and forecasting activities.

• Offer competitive and market insights regarding GPU demand, platform roadmaps, providers, purchasing behaviors, pricing trends, and ecosystem advancements.

• Identify and address partnership challenges involving field alignment, technical readiness, account ownership, capacity, contracting, incentives, messaging, or executive escalation.

• Create enablement tools, account maps, playbooks, and scalable mechanisms to enhance the partnership.

• Lead by influence across Sales, Product, Engineering, Marketing, Finance, Legal, Capacity/Operations, Delivery, and partner organizations.

⛳️ Requirements

• 7-9+ years of relevant experience in business development, strategic alliances, technology partnerships, enterprise sales, or go-to-market initiatives is required.

• Proven track record of establishing revenue-generating relationships with major technology vendors, cloud/infrastructure companies, OEMs, silicon providers, or ecosystem partners is strongly preferred.

• Experience in AI infrastructure, GPU/accelerated computing, cloud, data center, HPC, managed services, or related enterprise technology sectors is strongly preferred.

• Demonstrated ability to create joint business plans and translate strategic relationships into field activities, qualified pipelines, and measurable commercial results.

• Experience navigating complex matrixed organizations and influencing senior executives, sales teams, product/engineering groups, and operational stakeholders without direct authority.

• A strong grasp of strategic business development, technology partnerships, co-selling, joint go-to-market planning, and executive relationship management.

• Working knowledge of GPUaaS, accelerated computing, AI/ML and HPC workloads, cloud and data-center infrastructures, and enterprise AI purchasing processes.

• Familiarity with the GPU ecosystem, including AMD, NVIDIA, OEMs, server/platform vendors, software ecosystems, distributors, integrators, ISVs, cloud providers, and neocloud/GPUaaS providers.

• Ability to understand and convey GPU platform roadmaps, workload compatibility, capacity/availability factors, and differentiated customer value.

• Strong commercial and financial understanding, including bookings, ACV/TCV, gross margin, pricing strategies, capacity commitments, incentives/funding, and partner economics.

• Knowledge of CRM-based pipeline management, attribution, forecasting, account planning, and sales evaluations.

• A bachelor's degree in business, technology, engineering, or a related field is preferred; relevant equivalent experience may be accepted.

• Relevant certifications in cloud, AI, infrastructure, partnerships, or technical fields are advantageous but not mandatory.

• Willingness to travel as needed, approximately 25-40% based on assigned partner and business requirements.

🏝️ Benefits

• Annual bonus or incentive opportunities.

• Equity awards.

• Employee Stock Purchase Plan (ESPP).

• Comprehensive benefits package.

• Equal employment opportunity.

• Accommodation for disabilities or special needs.