Technical Alliances Lead

Join Operant AI as the Director of Technical Alliances, where you'll own and scale strategic partnerships with leading AI infrastructure providers. This senior role requires a blend of technical depth and business development skills, as you'll be the primary relationship owner and technical authority for key infrastructure partnerships. You'll develop and execute joint go-to-market strategies, establish Operant AI as the preferred security and observability partner, and drive co-sell and co-solution motions with partner field and sales teams.

• Assumer la responsabilité de la relation de bout en bout avec les partenaires clés en matière d'infrastructure AI, y compris l'alignement exécutif, la planification commerciale et les revues trimestrielles.
• Développer et exécuter des stratégies de mise sur le marché conjointes qui génèrent des pipelines et des revenus mesurables pour Operant AI et ses partenaires.
• Servir d'autorité technique de premier plan dans les conversations avec les partenaires, capable de plonger profondément dans l'infrastructure d'inférence AI, les environnements d'exécution, les couches d'orchestration et les points d'intégration de sécurité.
• Demonstrated experience managing strategic technology partnerships with hardware or infrastructure providers (AI accelerators, cloud platforms, hyperconverged infrastructure, or similar)
• Experience working with or alongside AI infrastructure platforms (e.g., AI compute, inference serving, data center fabric) strongly preferred
• 8+ years in technical alliances, partner engineering, sales engineering, or a combination thereof — ideally within AI, cloud infrastructure, or enterprise software
• Track record of driving partner-sourced or partner-influenced revenue and building scalable co-sell motions
• Experience with enterprise security, observability, or runtime platforms is a significant plus
• Ability to engage credibly with partner engineering teams on integration design, API architecture, and security considerations
• Comfort reading and discussing technical documentation, architecture diagrams, and integration specs
• Strong working knowledge of AI/ML infrastructure — including inference hardware, distributed compute, containerized workloads, and Kubernetes-based orchestration
• Highly collaborative — skilled at influencing without authority across internal engineering, product, marketing, and sales teams
• Excellent written and verbal communication; able to distill complex technical and business concepts for any audience
• Exceptional executive presence — able to build trust and drive alignment with C-suite and VP-level contacts at partner organizations
• Strong commercial instincts with the ability to structure joint business plans, negotiate partnership terms, and align incentives across organizations