AI Partner Manager

Job Overview

The Penguin Solutions Partner team builds and manages strategic relationships with key partners, as it relates to executing AI Factory Platform Strategy. This role will be instrumental in developing and maintaining strategic relationships with leading AI hardware, software, and service providers. This person will work collaboratively with sales, product management, and marketing to develop flexible and scalable programs for growing our customer base. Having a strong entrepreneurial drive, an ability to work independently and cross functionally, and possessing a passionate winning attitude is critical to being successful in this position.

Responsibilities

• Serve as an executive sponsor for key strategic partnerships, building deep relationships with C-level and senior executives across the partner ecosystem.
• Establish and drive joint business plans (JBPs) with top-tier partners, including revenue targets, pipeline goals, and long-term growth initiatives.
• Influence and align internal executive stakeholders across Sales, Product, Marketing, Services, and Engineering to ensure cohesive GTM execution.
• Oversee the development and execution of co-sell strategies, partner programs, and scalable engagement models.
• Drive organizational alignment and operating rigor, including governance frameworks, business reviews, forecasting, and performance tracking across all strategic alliances.
• Identify and capitalize on emerging AI market trends and strategic partnership opportunities, positioning Penguin Computing as a leader in the ecosystem.
• Champion the creation of new solution use cases and integrated offerings in partnership with services and technical teams.
• Enable and hold accountable sales leadership and teams to maximize partner-driven revenue and pipeline growth.
• Lead critical negotiations and provide executive oversight on complex partnership agreements and deal structures.
• Build and institutionalize best practices, playbooks, and frameworks for partner lifecycle management.
• Represent Penguin Computing externally as a thought leader in the AI and partner ecosystem through industry engagements and executive forums.

Qualifications

• 7+ years of experience in alliances, partnerships, channel, or sales leadership roles, with significant experience operating at a senior or executive level.
• Demonstrated ability to define and execute partner strategies that drive measurable revenue impact and market expansion.
• Experience working within or alongside AI, high-performance computing, data infrastructure, or enterprise technology ecosystems strongly preferred.
• Exceptional ability to influence executive stakeholders internally and externally, including C-suite engagement and negotiation.
• Strong business and financial acumen, with experience owning revenue targets, forecasts, and partner performance metrics.
• Track record of creating and scaling enterprise-grade partner programs and co-sell motions.
• Ability to operate effectively in a matrixed, global organization, leading through influence and driving cross-functional alignment.
• Deep understanding of technology partnerships, GTM strategy, and ecosystem orchestration.
• Exceptional communication, presentation, and storytelling skills at the executive level.