Strategic Technology Alliances Manager (AMD, OEM & Cloud

Strategic Technology Alliances Manager

We are Spectro Cloud, a fast-growing startup on a mission to make Kubernetes work the way enterprises need it to: anywhere, on any stack, and at any scale. Our Palette and PaletteAI platforms let developers, IT, and platform teams work together to ship software that's easier, safer, and more fun to deliver and manage — from data center to edge, and across the emerging AI infrastructure stack.

We're looking for a seasoned Strategic Technology Alliances Manager to support Spectro Cloud's next phase of growth. The ideal candidate thrives in a mission-driven, fast-paced environment where their work directly moves the needle on organizational growth, is comfortable operating in a matrixed environment across sales, product, and marketing, and is confident using a broad set of business skills daily. This role reports to the VP of Alliances and works hand-in-hand with our Regional VP of Sales in Central/South-Central US.

While the role spans our full technology ecosystem, your top priority is clear: own and accelerate our partnerships with AMD and our tier-one hardware OEMs — Dell, HPE and Lenovo.

Beyond that, you'll grow our alliances with the fast-emerging Neo Cloud and sovereign cloud providers (Tensor Wave, Vultr, and peers building on AMD Instinct) — and, where they overlap, the hyperscale CSPs (AWS, Google Cloud, Azure, Oracle Cloud). Your job is to turn complex multi-partner ecosystems into measurable co-sell pipeline, joint solutions, and revenue.

What You'll Do

• AMD & OEM alliances (top priority). Be the primary strategic owner of our most critical GTM partnerships. Build executive-level relationships inside AMD (Data Center GPU / Instinct, ROCm software, Pensando DPU, and Embedded/Edge) and across our major OEMs.
• Neo Cloud & sovereign cloud expansion. Own our alliance strategy for the fast-growing Neo Cloud and sovereign cloud segment (Tensor Wave, Vultr, and peers). Help these providers move up the stack — from raw GPU capacity to full-stack, governed AI-as-a-Service on PaletteAI — and build the joint GTM motions that turn that leverage into revenue.
• Hyperscale CSP co-sell. Where the deal warrants it, run targeted co-sell motions with AWS, Google Cloud, Azure, and Oracle Cloud, including their cloud marketplaces.
• AI infrastructure & edge leadership. Position Spectro Cloud as the foundational orchestration layer for our partners' AMD-powered hardware. Drive joint solutions like our validated AI Factory architectures on AMD Instinct with Supermicro and Dell, and "Edge in a Box" solutions with HPE.
• Cross-partner GTM & co-selling. Find the high-leverage opportunities where silicon (AMD), server OEMs (Dell/HPE/Hitachi Vantara/Lenovo), data platforms (WEKA/VAST/Portworx), and cloud converge. Package the "better together" plays that make integrated solutions easier for partner representatives to sell.
• Pipeline generation & acceleration. Work shoulder-to-shoulder with our North American direct sales team. Enable partner sales and pre-sales, drive joint account mapping, and rigorously track partner-sourced and partner-influenced revenue.
• Ecosystem ambassador. Represent Spectro Cloud at the summits that matter — AMD Advancing AI, Dell Technologies World, HPE Discover, Kube Con — and bring the partner voice back inside to shape our product and integration roadmaps.
• Forecasting & operating rigor. Maintain  hygiene and forecasting accuracy for partner-sourced and partner-influenced pipeline. Create and maintain proposal and joint go-to-market documents. Attain designated alliance and co-sell targets.

Minimum Qualifications

• 10–15+ years of enterprise software experience, with meaningful time in alliances, business development, or partner-led sales — ideally in cloud native, Kubernetes, virtualization, or AI infrastructure.
• Established relationships (or a proven ability to build them fast) inside AMD and at least one tier-one OEM — Supermicro, Dell, HPE, Hitachi, or Lenovo.
• Familiarity with the AMD data center and AI stack — Instinct GPUs, ROCm, EPYC, and Pensando — and the competitive landscape around it, is a strong plus.
• Proven track record closing and scaling strategic,…