Senior Alliance Manager – Infrastructure

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

📋 Description

• Take ownership of and enhance the overall partnership strategy for Nvidia, WWT, Cisco, and Dell, which includes account planning, joint business planning (JBP), and executive alignment sessions.

• Act as Armada's highest-ranking field contact for these partners, fostering trusted relationships with partner alliance leadership, sales VPs, and field executives.

• Collaborate with Armada account executives and partner sellers to identify, prioritize, and coordinate co-sell opportunities across a national and enterprise account base.

• Create and implement scalable co-sell motions and playbooks that can be utilized across various regions and partner teams.

• Actively seek and qualify new opportunities through alliance channels, driving them into Armada's pipeline alongside sales leadership.

• Manage pipeline health and ensure forecasting accuracy for partner-sourced and partner-influenced revenue.

• Develop and oversee structured pairings between Armada's sales teams and partner sales teams across different territories.

• Formulate joint value propositions, lead account planning sessions, and facilitate ongoing field enablement and training.

• Oversee deal registration processes and ensure adherence to partner program requirements across WWT, Cisco, and Dell systems.

• Create and provide enablement assets and training related to partner programs, incentives, and best practices for internal sales teams.

• Manage KPI tracking, pipeline impact, and revenue reporting associated with alliance activities; present findings regularly to Armada and partner leadership.

• Convert performance data into strategic recommendations that influence future partnership investments and priorities.

• Collaborate with marketing and product teams to design joint campaigns, events, and account-based marketing initiatives aligned with partner priorities.

• Represent Armada during partner QBRs, planning sessions, and executive briefings.

⛳️ Requirements

• 8+ years of experience in alliance management, channel/partner management, or enterprise business development within the technology sector, with direct experience managing relationships with WWT, Cisco, Dell, or similar large-scale technology alliances.

• Proven success in driving measurable, partner-led revenue at scale — demonstrating ownership of outcomes rather than merely managing relationships.

• Executive presence: credible and effective when engaging with partner and internal senior leadership, including VP/C-level stakeholders.

• Comprehensive understanding of cloud, networking, edge computing, and enterprise infrastructure trends.

• Strong history of building and scaling co-sell motions and playbooks across various regions or teams.

• Highly organized, capable of managing multiple strategic initiatives and stakeholders in a dynamic, high-growth environment.

• Proficient in 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