Senior Alliance Manager, AI Infrastructure, Data Factory & Developer Partnerships (Bay Area Based)

<div class="content-intro"><p><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">At Wasabi, we’re a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We’re a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston. </span></p>

<p><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API requests. Cloud storage has never been so simple, so fast and so inexpensive. It’s all part of our vision to make cloud storage the next great global utility, just like electricity.</span></p></div><div class="section page-centered" data-qa="job-description">

<div><strong>Role Description: </strong>Senior Alliance Manager, AI Infrastructure, Data Factory & Developer Partnerships</div>

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<div><strong>Role Purpose:</strong> </div>

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<p><span data-contrast="auto">AI infrastructure is one of the fastest-growing areas of our business, and we're looking for a senior alliance leader to build our partner strategy across it from the ground up. This is a hunter's role as much as a strategist's: you'll spend real time identifying and pursuing prospective partners who don't yet know Wasabi, </span><span data-contrast="auto">as we</span><span data-contrast="auto">ll as </span><span data-contrast="auto">managing relationships that already exist. The mandate spans three connected areas: AI infrastructure partnerships, AI data factory partnerships (the storage and data layer powering AI training and inference), and the emerging AI developer ecosystem.</span><span data-ccp-props="{"335559739":160}"> </span></p>

<p><span data-contrast="auto">This role calls for an AI industry veteran who already has credibility in the AI infrastructure and storage industry </span><span data-contrast="auto">— </span><span data-contrast="auto">with a network of relationships</span><span data-contrast="auto">.</span><span data-contrast="auto"> You'll own the strategy, and the go-to-market for this motion end to end: evaluating who we partner with, originating those relationships yourself, structuring how the partnership creates revenue, and representing Wasabi commercially and technically with the companies building the AI infrastructure stack. You'll work in close partnership cross functionally with product teams and with our Business Development team to evaluate and pursue neocloud providers, and other AI-native companies as the landscape evolves.</span><span data-ccp-props="{"335559739":160}"> </span></p>

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<div>*Principals only. No recruiters.</div>

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<h3>Responsibilities:</h3>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1"><strong><span data-contrast="auto">Hunt and originate new partnerships. </span></strong><span data-contrast="auto">Proactively identify, prospect, and land new AI infrastructure, data factory, and developer partners — this role is measured on new relationships built, not just existing ones maintained.</span><span data-ccp-props="{"335559739":90}"> </span></li>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><strong><span data-contrast="auto">Set the partner strategy. </span></strong><span data-contrast="auto">Define which AI infrastructure, data factory, and developer partnerships matter most, and build the roadmap to get there.</span><span data-ccp-props="{"335559739":90}"> </span></li>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel"}" data-aria-posinset="3" data-aria-level="1"><strong><span data-contrast="auto">Drive go-to-market. </span></strong><span data-contrast="auto">Build joint GTM plans and co-sell motions that turn partner capabilities into real, trackable revenue.</span><span data-ccp-props="{"335559739":90}"> </span></li>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel"}" data-aria-posinset="4" data-aria-level="1"><strong><span data-contrast="auto">Partner with Business Development. </span></strong><span data-contrast="auto">Work hand-in-hand with BD to identify, evaluate, and develop relationships with OEM partners, neocloud providers, and other emerging AI companies — helping shape deal structure and unlock joint opportunity.</span><span data-ccp-props="{"335559739":90}"> </span></li>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel"}" data-aria-posinset="5" data-aria-level="1"><strong><span data-contrast="auto">Own the commercial relationship. </span></strong><span data-contrast="auto">Lead forecasting, executive alignment, and business reviews for signed partners, from first conversation through signed deal and beyond.</span><span data-ccp-props="{"335559739":90}"> </span></li>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel"}" data-aria-posinset="6" data-aria-level="1"><strong><span data-contrast="auto">Build the developer ecosystem presence. </span></strong><span data-contrast="auto">Establish Wasabi's footprint with AI developer platforms and communities largely from scratch.</span><span data-ccp-props="{"335559739":90}"> </span></li>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel"}" data-aria-posinset="7" data-aria-level="1"><strong><span data-contrast="auto">Enable the field. </span></strong><span data-contrast="auto">Partner with Marketing and Enablement to turn partner strategy into campaigns, positioning, and seller-facing content.</span><span data-ccp-props="{"335559739":90}"> </span></li>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel"}" data-aria-posinset="8" data-aria-level="1"><strong><span data-contrast="auto">Measure what matters. </span></strong><span data-contrast="auto">Track partner performance on new partnerships originated, pipeline, revenue, and engagement — not just activity.</span><span data-ccp-props="{"335559739":90}"> </span></li>

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<li data-leveltext="●" data-font="" data-listid="2" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769242":[8226],"469777803":"left","469777804":"●","469777815":"hybridMultilevel&a