Cloud Technology Alliance Manager
Anyscale
IT
Remote
Posted on Friday, May 3, 2024
About Anyscale:
At Anyscale, we're on a mission to democratize distributed computing and make it accessible to software developers of all skill levels. We’re commercializing Ray, a popular open-source project that's creating an ecosystem of libraries for scalable machine learning. Companies like OpenAI, Uber, Spotify, Instacart, Cruise, and many more, have Ray in their tech stacks to accelerate the progress of AI applications out into the real world.
With Anyscale, we’re building the best place to run Ray, so that any developer or data scientist can scale an ML application from their laptop to the cluster without needing to be a distributed systems expert.
Anyscale is based in San Francisco, CA. Employees are required to come in office 3x a week.
The Anyscale team is seeking an experienced individual to build and scale our cloud partnerships. This person will play a pivotal role in managing, developing, and driving business growth with cloud service providers.
The Cloud Technology Alliance Manager will be responsible for identifying and cultivating strategic partnerships with AWS, GCP, and Nvidia to promote mutual business growth and innovation. Your efforts will encompass building and enhancing our presence on marketplaces, managing co-sell programs for the field, and increasing awareness of complementary solutions.
You will be at the forefront of AI, the most significant technological shift since the advent of cloud computing. You'll learn and grow alongside talented teammates who share your dedication to excellence and passion for innovative problem-solving. This position offers a unique opportunity to establish a program and expand your team as the organization grows. The role will report directly to our Head of Sales.
Key Responsibilities:
- Focus on driving revenue growth through new business opportunities and partnerships
- Enhance our AWS marketplace presence and establish our footprint on the GCP marketplace
- Design co-sell programs that enable CSP field sellers and Anyscale sellers to thrive in the burgeoning AI market, minimizing friction and showcasing the superiority of Anyscale’s managed Ray services over first-party options
- Develop a thorough understanding of our partners’ products, services, and strategic goals
- Negotiate and finalize partnership agreements, addressing collaboration terms, revenue sharing, and intellectual property rights
- Maintain and enrich relationships with existing technology partners and service providers
- Conduct regular strategic sessions with partners to discuss business planning, ongoing projects, issue resolution, and new opportunities for deeper collaboration
- Act as the principal liaison for partners within the organization
- Work closely with internal teams—including product, sales, marketing, and legal—to align partnership objectives with company goals
- Communicate partner feedback to internal teams, fostering product enhancements or new developments
- Stay abreast of industry trends, emerging technologies, and competitor strategies through diligent market research
- Analyze partnership performance, providing insights and strategic recommendations for adjustments
- Collaborate with marketing teams to develop co-marketing strategies and materials that highlight the benefits of the partnership
- Represent the company at industry events and conferences, often alongside partners
- Formulate strategic growth plans based on market research and competitive analysis
- Craft and present compelling business proposals and pitches to potential partners
Qualifications:
- Bachelor’s degree in Business, Marketing, Computer Science, Technology, or related fields
- Proficient understanding of the AI/ML ecosystem and cloud technologies
- Demonstrated expertise in partnership management, relationship management, or business development within a technology-centric environment, including with ISVs and cloud companies
- Experience in managing partner relationships and/or go-to-market (GTM) strategies within the technology/cloud services industry
- Proven track record in direct sales is highly advantageous
- Comprehensive knowledge of the technology industry and market dynamics
- Exceptional communication, negotiation, and relationship-building skills
- Ability to collaborate effectively in a cross-functional team environment
- Strategic and analytical thinker
Anyscale Inc. is an Equal Opportunity Employer. Candidates are evaluated without regard to age, race, color, religion, sex, disability, national origin, sexual orientation, veteran status, or any other characteristic protected by federal or state law.
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