Cloud Technology Alliance Director

About Anyscale:

At Anyscale, we're on a mission to democratize distributed computing and make it accessible to software developers of all skill levels. We’re commercializing Ray, a popular open-source project that's creating an ecosystem of libraries for scalable machine learning. Companies like OpenAI, Uber, Spotify, Instacart, Cruise, and many more, have Ray in their tech stacks to accelerate the progress of AI applications out into the real world.

With Anyscale, we’re building the best place to run Ray, so that any developer or data scientist can scale an ML application from their laptop to the cluster without needing to be a distributed systems expert.

Proud to be backed by Andreessen Horowitz, NEA, and Addition with $250+ million raised to date.

Anyscale is based in San Francisco, CA. Employees are required to come in office 3x a week.

The Anyscale team is seeking an experienced individual to build and scale our cloud partnerships. This person will play a pivotal role in managing, developing, and driving business growth with cloud service providers.

The Cloud Technology Alliance Manager will be responsible for identifying and cultivating strategic partnerships with AWS, GCP, and Nvidia to promote mutual business growth and innovation. Your efforts will encompass building and enhancing our presence on marketplaces, managing co-sell programs for the field, and increasing awareness of complementary solutions.

You will be at the forefront of AI, the most significant technological shift since the advent of cloud computing. You'll learn and grow alongside talented teammates who share your dedication to excellence and passion for innovative problem-solving. This position offers a unique opportunity to establish a program and expand your team as the organization grows. The role will report directly to our Head of Sales.

Key Responsibilities:

Focus on driving revenue growth through new business opportunities and partnerships

Enhance our AWS marketplace presence and establish our footprint on the GCP marketplace

Design co-sell programs that enable CSP field sellers and Anyscale sellers to thrive in the burgeoning AI market, minimizing friction and showcasing the superiority of Anyscale’s managed Ray services over first-party options

Develop a thorough understanding of our partners’ products, services, and strategic goals

Negotiate and finalize partnership agreements, addressing collaboration terms, revenue sharing, and intellectual property rights

Maintain and enrich relationships with existing technology partners and service providers

Conduct regular strategic sessions with partners to discuss business planning, ongoing projects, issue resolution, and new opportunities for deeper collaboration

Act as the principal liaison for partners within the organization

Work closely with internal teams—including product, sales, marketing, and legal—to align partnership objectives with company goals

Communicate partner feedback to internal teams, fostering product enhancements or new developments

Stay abreast of industry trends, emerging technologies, and competitor strategies through diligent market research

Analyze partnership performance, providing insights and strategic recommendations for adjustments

Collaborate with marketing teams to develop co-marketing strategies and materials that highlight the benefits of the partnership

Represent the company at industry events and conferences, often alongside partners

Formulate strategic growth plans based on market research and competitive analysis

Craft and present compelling business proposals and pitches to potential partners

Qualifications:

Bachelor’s degree in Business, Marketing, Computer Science, Technology, or related fields

Proficient understanding of the AI/ML ecosystem and cloud technologies

Demonstrated expertise in partnership management, relationship management, or business development within a technology-centric environment, including with ISVs and cloud companies

Experience in managing partner relationships and/or go-to-market (GTM) strategies within the technology/cloud services industry

Proven track record in direct sales is highly advantageous

Comprehensive knowledge of the technology industry and market dynamics

Exceptional communication, negotiation, and relationship-building skills

Ability to collaborate effectively in a cross-functional team environment

Strategic and analytical thinker

At Anyscale, we take a market-based approach to compensation. We are data-driven, transparent, and consistent. The on-target earnings for this role is between $250,000 to $350,000 per year. As the market data changes over time, the target salary for this role may be adjusted.

This role is also eligible to participate in Anyscale's Equity and Benefits offerings, including the following:

Stock Options

Healthcare plans, with premiums covered by Anyscale at 99% for both employees and dependents

401k Retirement Plan

Wellness stipend

Education stipend

Paid Parental Leave

Flexible Time Off

Commute reimbursement

100% of in-office meals covered

Anyscale Inc. is an Equal Opportunity Employer. Candidates are evaluated without regard to age, race, color, religion, sex, disability, national origin, sexual orientation, veteran status, or any other characteristic protected by federal or state law.

Anyscale Inc. is an E-Verify company and you may review the Notice of E-Verify Participation and the Right to Work posters in English and Spanish

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