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Senior Technical Partner Manager

1 month, 3 weeks ago
United States
Full-time
Lead
Partnerships Manager
Software Development
AWS Azure Cisco Databricks GCP Kubernetes Linux Microservices MLOps
Apply Now
Armada

Armada

Armada is a full-stack edge infrastructure company that specializes in edge computing and AI solutions tailored for remote and rugged environments. Through its Armada Edge Platform (AEP), the company provides compute, storage, connectivity, and AI/ML capabilities. Armada operates in over 100 countries, addressing operational challenges with thousands of connected assets and active users. The company focuses on simplifying data management and AI deployment in disconnected settings, making it easier for industries to leverage technology. Armada's product lineup includes Atlas, a tool for monitoring IoT devices; Galleon, ruggedized modular data centers for AI inference; Bridge, a platform for managing GPUs; and a Marketplace for hardware and software for remote operations. Armada serves various sectors, including oil and gas, public sector, manufacturing, mining, logistics, and telecommunications, enhancing safety, productivity, and automation in challenging environments.

information technology & services
201-500
Founded 2022
$226M raised
View All Jobs 30

Description

  • Serve as the primary technical point of contact for strategic partners across hardware OEMs, silicon vendors, hyperscalers, and ISVs.
  • Act as Armada’s technical voice with partner engineering and product teams and represent partner technical needs internally.
  • Build trusted relationships with partner CTOs, chief architects, solution architects, alliance leaders, and related stakeholders.
  • Lead the design of joint reference architectures, integrations, and co-engineered solutions across Armada and partner platforms.
  • Partner with internal product and engineering teams to prioritize integration work and align partner roadmaps.
  • Run technical validation activities such as proofs of concept, bake-offs, and interoperability testing.
  • Design and improve the operating processes for technical partnerships, including intake, qualification, reviews, enablement, escalation, QBRs, and exit criteria.
  • Develop repeatable partner enablement assets such as training, certification paths, architecture guides, demo environments, and reference deployments.
  • Translate Armada’s technical platform into clear teaching materials, talk tracks, and executive-ready explanations for varied audiences.
  • Represent Armada in partner events, technical councils, webinars, and joint customer engagements.
  • Shape partnership commercial motions with alliances, sales, product, and finance teams and negotiate technical terms in agreements.
  • Drive joint pipeline and help unblock deals where the key issues are technical, architectural, or operational.

Requirements

  • 8–12+ years of experience in technical partner management, partner solutions architecture, alliances engineering, or a related hybrid technical/commercial role at an infrastructure, cloud, OEM, or deep-tech company.
  • Strong technical literacy across infrastructure, including server and networking hardware, GPUs and accelerators, virtualization and containers, Kubernetes, Linux, storage, observability, networking, identity and security, and AI/ML inference and data pipelines.
  • Experience driving joint reference architectures, co-engineered solutions, or technical certifications with ecosystem partners such as NVIDIA, Dell, HPE, Supermicro, Intel, AMD, Cisco, AWS, Azure, GCP, Databricks, VMware, or Red Hat.
  • Proven ability to design and stand up scalable processes while maintaining execution speed and precision.
  • Strong ability to explain complex technical concepts simply and teach them to different audiences.
  • Comfort in both deep technical discussions with engineers and commercial discussions with alliance, channel, and procurement teams.
  • Strong written communication skills, including the ability to produce reference architectures, technical FAQs, and executive memos.
  • Willingness to travel approximately 25–40% to partner sites, customer deployments, and industry events.
  • Preferred: hands-on background as a solutions architect, systems engineer, field engineer, or infrastructure engineer earlier in your career.
  • Preferred: experience in edge, telco, defense, energy, maritime, or other non-traditional cloud environments.
  • Preferred: experience working in or across partner programs at companies such as Dell, Microsoft, Cisco, NVIDIA, or AWS.
  • Preferred: experience with AI/ML inference at the edge, MLOps, or model deployment.
  • Preferred: comfort with regulated, air-gapped, or sovereign environments.
  • Preferred: technical certifications such as CCIE, AWS/Azure/GCP Solutions Architect, or NVIDIA certifications.

Benefits

  • Competitive base salary of $163,040 to $203,800 USD.
  • Equity as part of the compensation package.
  • Subsidized medical, dental, and vision coverage.
  • Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSA options.
  • Retirement plan options, including 401(k) and Roth 401(k).
  • Unlimited paid time off (PTO).
  • 14 paid company holidays per year.

Interested in this position?

Apply directly on the company website

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