Strategic Alliances GTM Lead

About the position

Strategic alliances across hyperscalers, data platforms, and AI ecosystems are a major growth lever for SpaceXAI. We are seeking a Strategic Alliances GTM Lead to own the sales-facing GTM operating system across AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, and emerging strategic AI platforms.

Responsibilities

• Develop and execute the joint GTM strategy across AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, and emerging strategic AI platform partners

• Serve as the primary GTM counterpart to the Global Cloud Alliance Leaders, translating partner strategy, integrations, joint solutions, programs, and priorities into executable field motions

• Own the sales-facing GTM operating system across joint business plans, new routes to market, co-sell execution, seller enablement, account mapping, pipeline discipline, forecasting, and QBRs

• Work directly with Enterprise Sales to attach the right partner motion to priority accounts, active opportunities, and territory plans

• Build partner-sourced and partner-influenced pipeline through partner sellers, specialists, technical teams, executive relationships, and ecosystem signals

• Build account-mapping motions that identify customer overlap, existing workloads, cloud adoption, AI and data environments, partner relationships, and whitespace

• Identify and unlock new routes to market through co-sell, Marketplace, model and AI platforms, joint solutions, cloud commitments, and ecosystem partnerships

• Translate new integrations and joint solutions into customer use cases, target accounts, seller positioning, enablement programs, and opportunity-generation plays

• Design and execute segment-, industry-, workload-, and solution-specific sales plays for SpaceXAI and partner field teams

• Partner with Global Cloud Alliance Leaders and Partner Marketing on campaigns, executive programs, events, and account-based initiatives tied to GTM priorities and pipeline

• Own pipeline forecasting and track progress against shared commercial and revenue objectives

• Participate in forecast calls, pipeline reviews, and executive QBRs as the accountable GTM owner for strategic alliances

• Identify successful partner motions and systematically scale them across sellers, accounts, industries, workloads, and regions

Requirements

• 8+ years of experience in enterprise sales, strategic alliances, business development, cloud partnerships, data and AI, or partner go-to-market

• Demonstrated experience building and scaling co-sell or joint GTM motions with major cloud, data, or technology platform partners

• Proven experience generating enterprise pipeline through partners and converting ecosystem relationships into qualified opportunities and revenue

• Experience identifying new revenue streams and routes to market through co-build, co-sell, Marketplace, and joint GTM motions

• Experience working directly with Enterprise Sales to map accounts, activate partners, source opportunities, and support active customer pursuits

• Experience working across a portfolio of strategic partners rather than exclusively managing a single cloud or platform alliance

• Experience developing and executing joint business plans with external partners

• Experience building pipeline forecasts and operating against shared pipeline and revenue targets

• Demonstrated ability to translate technical product capabilities, integrations, and partner strategy into clear business value and executable field motions

• Ability to travel up to 50% of the time

• Bachelor’s degree or equivalent relevant experience

Nice-to-haves

• Previous experience working directly within or alongside AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, frontier AI labs, or AI platform partner organizations

• Track record of building partner-sourced and partner-influenced pipeline and scaling successful co-sell motions across enterprise sales organizations

• Experience working with Global Alliance Leaders to translate alliance strategy and product integrations into field execution

• Experience building enterprise GTM strategies and multi-partner motions from the ground up

• Familiarity with cloud Marketplaces, model platforms, co-sell programs, cloud commitments, partner investments, and enterprise procurement

• Background in AI/ML, foundation models, agents, developer tools, data platforms, or enterprise software

• Builder mindset with strong commercial instincts, customer focus, and a willingness to remain hands-on while developing motions that scale