Senior Technical Partner Manager

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

📋 Description

• Manage the technical relationship with partners.

• Serve as the primary technical liaison for a portfolio of strategic partners that includes hardware OEMs, silicon vendors, hyperscalers, and ISVs.

• Represent Armada's technical interests within partner engineering and product teams, while also advocating for partners within Armada.

• Develop trusted relationships with partner CTOs, chief architects, solution architects, and alliance leaders.

• Lead the creation of joint reference architectures, integrations, and co-developed solutions that merge Armada's edge platform with partner hardware, software, and cloud services.

• Collaborate with Armada's product and engineering teams to prioritize integration tasks and work with partner engineering to align on roadmaps.

• Conduct hands-on technical validations, such as PoCs, bake-offs, and interoperability testing, translating outcomes into clear narratives for both parties.

• Design the operational framework for technical partnerships at Armada, encompassing intake, qualification, technical deep-dives, architecture reviews, enablement, escalation paths, QBRs, and exit criteria.

• Establish repeatable enablement processes, including partner technical training, certification pathways, architecture guides, demo environments, and reference deployments.

• Implement meaningful metrics for the program, such as integration velocity, joint pipeline generation and influence, time-to-first-deployment, partner NPS, and certified-SE headcount, continuously refining the process based on these metrics.

• Clearly articulate the Armada platform — including hardware, orchestration, networking, security model, and AI/ML stack — to diverse audiences, from a partner’s CFO to their kernel engineer.

• Create teaching materials, whiteboards, and presentation content that empower partners to sell and support Armada independently.

• Represent Armada at partner events, technical councils, webinars, and collaborative customer engagements.

• Influence the commercial aspects of partnerships, including joint go-to-market strategies, solution SKUs, service attachments, and co-selling initiatives, in collaboration with Armada's alliances, sales, product, and finance teams.

• Negotiate technical specifics in partnership agreements, covering integration scope, roadmap commitments, interoperability SLAs, support transitions, and IP boundaries.

• Drive joint pipeline efforts and resolve technical, architectural, or operational challenges that arise in deals.

⛳️ Requirements

• 8–12+ years of experience in technical partner management, partner solutions architecture, alliances engineering, or a closely related hybrid technical/commercial role within an infrastructure, cloud, OEM, or deep-tech company.

• Strong technical understanding across infrastructure, including both software and hardware. You are capable of discussing server and networking hardware, GPUs and accelerators, virtualization, containers, Kubernetes, Linux, storage, observability, networking (including private 5G, SD-WAN, and satellite), identity and security, as well as modern AI/ML inference and data pipelines.

• A proven history of balancing speed and precision, recognizing the priority of each in different situations.

• Demonstrated ability to design and implement processes that scale alongside execution, building the infrastructure while actively managing tasks.

• An aptitude for simplifying complex concepts and teaching intricate ideas. You can shift perspectives easily: zooming into technical details with a partner engineer and then zooming out to present a high-level architecture to an executive.

• Comfort engaging in technical discussions with engineers, while also being equally adept in commercial dialogues with partner alliance, channel, and procurement teams.

• Experience in driving joint reference architectures, co-engineered solutions, or technical certifications with major ecosystem partners (for example: NVIDIA, Dell, HPE, Supermicro, Intel, AMD, Cisco, AWS, Azure, GCP, Databricks, VMware, Red Hat).

• Strong written communication skills — able to produce a reference architecture, a technical FAQ, and a concise executive memo within the same week.

• Willingness to travel approximately 25–40% to partner locations, customer deployments, and industry events.

🏝️ 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 each year