Senior Alliance Manager, AI Infrastructure, Data Factory & Developer Partnerships (Bay Area Based)
Wasabi Technologies
Salary undisclosed
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Description
At Wasabi, we’re a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We’re a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston.
Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API requests. Cloud storage has never been so simple, so fast and so inexpensive. It’s all part of our vision to make cloud storage the next great global utility, just like electricity.
AI infrastructure is one of the fastest-growing areas of our business, and we're looking for a senior alliance leader to build our partner strategy across it from the ground up. This is a hunter's role as much as a strategist's: you'll spend real time identifying and pursuing prospective partners who don't yet know Wasabi, as well as managing relationships that already exist. The mandate spans three connected areas: AI infrastructure partnerships, AI data factory partnerships (the storage and data layer powering AI training and inference), and the emerging AI developer ecosystem.
This role calls for an AI industry veteran who already has credibility in the AI infrastructure and storage industry — with a network of relationships. You'll own the strategy, and the go-to-market for this motion end to end: evaluating who we partner with, originating those relationships yourself, structuring how the partnership creates revenue, and representing Wasabi commercially and technically with the companies building the AI infrastructure stack. You'll work in close partnership cross functionally with product teams and with our Business Development team to evaluate and pursue neocloud providers, and other AI-native companies as the landscape evolves.
Responsibilities:
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- Hunt and originate new partnerships. Proactively identify, prospect, and land new AI infrastructure, data factory, and developer partners — this role is measured on new relationships built, not just existing ones maintained.
- Set the partner strategy. Define which AI infrastructure, data factory, and developer partnerships matter most, and build the roadmap to get there.
- Drive go-to-market. Build joint GTM plans and co-sell motions that turn partner capabilities into real, trackable revenue.
- Partner with Business Development. Work hand-in-hand with BD to identify, evaluate, and develop relationships with OEM partners, neocloud providers, and other emerging AI companies — helping shape deal structure and unlock joint opportunity.
- Own the commercial relationship. Lead forecasting, executive alignment, and business reviews for signed partners, from first conversation through signed deal and beyond.
- Build the developer ecosystem presence. Establish Wasabi's footprint with AI developer platforms and communities largely from scratch.
- Enable the field. Partner with Marketing and Enablement to turn partner strategy into campaigns, positioning, and seller-facing content.
- Measure what matters. Track partner performance on new partnerships originated, pipeline, revenue, and engagement — not just activity.
- Represent Wasabi externally. Attend partner summits, industry events, and executive briefings across the AI ecosystem, using your existing network to open doors.
Requirements:
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- Deep working knowledge of the AI infrastructure landscape (compute, data infrastructure, AI-native platforms) and the broader developer ecosystem.
- 10+ years in alliance management, business development, or partnerships, with deep, direct experience in the AI infrastructure and storage industries specifically An industry veteran with an existing network of relationships across AI infrastructure providers, neocloud/GPU companies, storage vendors, and the AI developer ecosystem A proven track record as a hunter — someone who has originated and closed new strategic partnerships from a cold start
- Strong executive presence — comfortable representing Wasabi at the partner-CEO and partner-VP level, and comfortable being the senior voice in the room.
- Strong cross-functional leadership, with experience directing initiatives across Business Development, Sales, Marketing, and Product
- Comfortable with a metrics-driven approach to managing partner performance and pipeline.
- Our ideal candidate is based in San Francisco Bay Area.
OTE - $170,000 – $210,000
The OTE range reflects the full range for this position at Wasabi Technologies. At Wasabi, we believe in paying fairly and competitively, and individual compensation is determined based on factors such as job-related experience, skills, location, and internal equity. On Target Earnings are just one part of our total rewards approach. Wasabi team members also receive equity, and a comprehensive benefits package designed to support both professional growth and personal well-being.
Wasabi Technologies is an Equal Opportunity Employer. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.
Benefits
- stock options
About this role
Wasabi is building out its AI infrastructure partnership strategy from the ground up, and they're looking for a seasoned alliance leader to own it end-to-end. You'd be responsible for hunting new partners across AI infrastructure, data factory platforms, and the developer ecosystem—identifying prospects, originating relationships, structuring deals, and driving joint go-to-market motions that generate real revenue. This isn't a relationship management role; it's explicitly a hunter's role, measured on new partnerships you build rather than existing ones you maintain.
The position demands someone with 10+ years in alliance management or business development, with specific, hands-on experience in AI infrastructure and storage. You need an existing network across GPU companies, neocloud providers, storage vendors, and AI developer platforms—the kind of credibility that lets you walk into a room and open doors. You'll work cross-functionally with Business Development, Product, Sales, and Marketing, represent Wasabi at the executive level with partner CEOs and VPs, and be comfortable with metrics-driven accountability for pipeline, revenue, and engagement.
This is an in-office role based in the Bay Area, with an OTE of $170,000–$210,000 plus equity and benefits. It's built for someone who already knows the AI infrastructure landscape deeply and has a track record of closing strategic partnerships from a cold start.
How this employer is doing
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Pay for this role
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