Partner ISV Alliances Manager

Responsibilities

• Own the ISV alliance portfolio: Serve as WEKA's primary point of contact and strategic partner for the AI/ML software ecosystem across North America — including agentic infrastructure services, data services and orchestration platforms, distributed compute frameworks, and the Kubernetes/container ecosystem — building deep and trusted relationships across sales, technical, product, and executive teams at each organization.
• Develop joint go-to-market strategies: Create and execute tailored alliance plans for each ISV that align with their product roadmaps, sales motions, and target customer segments — driving joint pipeline, co-selling, and revenue growth for WEKA across the region.
• Lead with the AI data layer: Position WEKA as the data platform of choice beneath each partner's AI software stack — from model training and fine-tuning pipelines, to inference and KV cache acceleration, to data preparation, vector and RAG workloads — making WEKA the assumed storage foundation in each partner's reference architectures and validated designs.
• Drive technical integration and validation: Partner with WEKA product and engineering teams to prioritize, land, and certify integrations — CSI drivers, operators, marketplace listings, validated designs, and reference architectures — turning technical fit into a repeatable, documented, sellable motion.
• Create cross-partner opportunities: Identify and develop joint opportunities where multiple ISV relationships intersect — particularly where orchestration, MLOps, and inference platforms converge on shared infrastructure — and align those plays with WEKA's OEM, cloud, and NCP partnerships to deliver integrated, differentiated solutions for customers.
• Build executive alignment: Secure executive-level sponsorship and buy-in across all partner organizations, fostering the kind of strategic alignment that drives sustained, long-term growth.
• Enable and empower: Design and deliver comprehensive enablement programs that equip sales, pre-sales, solution architect, and developer relations teams across all partners with the knowledge, tools, and confidence to position and sell WEKA effectively.
• Generate and accelerate pipeline: Work closely with WEKA's North America sales team to identify, develop, and close joint opportunities sourced through or influenced by ISV partnerships, including co-sell and marketplace transactions.
• Represent WEKA in the ecosystem: Serve as a visible and credible ambassador for WEKA at partner events, developer conferences, industry shows, and executive briefings across North America.

Desired Qualifications

• Deep industry expertise: 10+ years in technology sales, strategic alliances, or partner management, ideally within AI, cloud, data infrastructure, storage, or HPC.
• ISV alliance experience: Proven success managing strategic ISV partnerships and driving joint GTM, co-selling, pipeline, and revenue.
• AI/ML ecosystem knowledge: Strong understanding of AI/ML, data platforms, MLOps, Kubernetes, orchestration, and AI infrastructure.
• Technical partnership experience: Ability to work across product, engineering, sales, and executive teams to drive integrations and joint solutions.
• Strong network: Established relationships across the North American AI, cloud, and technology ecosystem.
• Strategic and commercial mindset: Ability to prioritize high-impact partnerships and translate relationships into measurable business outcomes.
• Excellent communication skills: Comfortable engaging with technical teams, sales organizations, and C-level executives.