Armada - Senior Technical Partner Manager
Requirements
• 8–12+ years of experience in technical partner management, partner solutions architecture, alliances engineering, or a closely related hybrid technical/commercial role at an infrastructure, cloud, OEM, or deep-tech company. • Strong technical literacy across infrastructure — both software and hardware. You can credibly discuss server and networking hardware, GPUs and accelerators, virtualization and containers, Kubernetes, Linux, storage, observability, networking (including private 5G, SD-WAN, and satellite), identity and security, and modern AI/ML inference and data pipelines. • A track record of balancing speed and precision and knowing which of the two matters more in each moment. • Proven ability to design and stand-up processes that scale in parallel to execution — not after it. You build the rails while running the train. • A gift for explaining complexity simply and teaching complex concepts. You adjust altitude naturally: zoom into a packet trace with a partner engineer, then zoom out to a one-slide architecture for an EVP. • Comfort holding your own in a technical conversation with engineers — and equal comfort in commercial conversations with partner alliance, channel, and procurement teams. • Experience driving joint reference architectures, co-engineered solutions, or technical certifications with major ecosystem partners (examples: NVIDIA, Dell, HPE, Supermicro, Intel, AMD, Cisco, AWS, Azure, GCP, Databricks, VMware, Red Hat). • Strong written communication — you can produce a reference architecture, a technical FAQ, and a tight exec memo in the same week. • Willingness to travel ~25–40% to partner sites, customer deployments, and industry events. • Hands-on background as a solutions architect, systems engineer, field engineer, or infrastructure engineer earlier in your career. • Edge, telco, defense, energy, maritime, or other non-traditional cloud environments in your resume. • Experience operating inside or across partner programs at Dell, Microsoft, Cisco, NVIDIA, AWS, or a comparable company. • AI/ML inference at the edge, MLOps, or model deployment experience. • Comfort with regulated, air-gapped, or sovereign environments. • Technical certifications (e.g., CCIE, AWS/Azure/GCP Solutions Architect, NVIDIA
Responsibilities
• Own the technical relationship • Serve as the primary technical point of contact for a portfolio of strategic partners spanning hardware OEMs, silicon vendors, hyperscalers, and ISVs. • Act as Armada's technical voice with partner engineering and product organizations; act as the partner's technical voice inside Armada. • Build trusted relationships with partner CTOs, chief architects, solution architects, and alliance leaders. • Design joint solutions and reference architectures • Lead the design of joint reference architectures, integrations, and co-engineered solutions that combine Armada's edge platform with partner hardware, software, and cloud services. • Partner with Armada product and engineering to prioritize integration work; partner with partner engineering to land it on both roadmaps. • Run hands-on technical validation — PoCs, bake-offs, interop testing — and translate results into clear, decision-ready narratives for both sides. • Build processes that scale in parallel to execution • Design the operating system for technical partnerships at Armada: intake, qualification, technical deep-dives, architecture reviews, enablement, escalation paths, QBRs, and exit criteria. • Stand up repeatable enablement: partner technical training, certification paths, architecture guides, demo environments, and reference deployments. • Instrument the program with metrics that matter — integration velocity, joint pipeline sourced and influenced, time-to-first-deployment, partner NPS, certified-SE headcount — and iterate the process against them. • Translate complexity, teach, and evangelize • Explain the Armada platform — hardware, orchestration, networking, security model, AI/ML stack — simply and accurately to audiences ranging from a partner's CFO to their kernel engineer. • Build the teaching materials, whiteboards, and talk tracks that let partners sell and support Armada without needing you in the room. • Represent Armada at partner events, technical councils, webinars, and joint customer engagements. • Bridge technical and commercial • Shape the commercial contours of partnerships — joint GTM, solution SKUs, services attach, co-sell motions — in lockstep with Armada's alliances, sales, product, and finance leaders. • Negotiate technical terms in partnership agreements: integration scope, roadmap commitments, interop SLAs, support handoffs, IP boundaries. • Drive joint pipeline and unblock deals where the hard question is technical, architectural, or operational.
Benefits
• For U.S. Based candidates: To ensure fairness and transparency, the starting base salary range for this role for candidates in the U.S. are listed below, varying based on location experience, skills, and qualifications. • In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request). • this role will also be offered equity and subsidized 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 • $163,040—$203,800 USD • You're a Great Fit if You're • A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge • A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude • Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company • A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda • Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you • Equal Opportunity Statement
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