Job Profile Summary

Owns the strategic business-development relationship and joint go-to-market execution between Rackspace GPU as a Service (GPUaaS) and assigned technology partners such as AMD or NVIDIA. This is not a broad channel-management role; it is a single-threaded partner business-development role responsible for turning the strategic technology relationship into qualified demand, joint solutions, executive alignment, market activation, pipeline, and bookings. The manager develops the partner plan, aligns field and executive teams, creates repeatable co-sell motions, identifies target customers and workloads, and removes commercial, technical, operational, and organizational barriers that prevent the partnership from producing revenue.

Role Mission

Convert an assigned strategic GPU ecosystem partnership - for example AMD or NVIDIA - from a technology/vendor relationship into a measurable GPUaaS growth engine. Build executive trust, create differentiated joint value propositions, activate both companies' field organizations, generate qualified opportunities, and help convert those opportunities into profitable GPUaaS bookings.

Career Level Summary

• Acts as the primary business-development owner and internal single-threaded leader for one or more designated strategic GPU partners.
• Owns partner business plans, priorities, executive engagement, field activation, pipeline objectives, and operating cadence.
• Leads through influence across Sales, Product, Engineering, Marketing, Finance, Legal, Capacity/Operations, Delivery, and partner organizations rather than relying on direct authority.
• Uses market insight, partner strategy, customer demand, capacity economics, and pipeline data to prioritize the highest-value joint motions.
• Escalates and resolves cross-company blockers that materially affect partner activation, customer pursuits, or revenue outcomes.

Key Responsibilities

• Develop and execute an annual and quarterly joint business plan for the assigned partner (e.g., AMD or NVIDIA) with explicit objectives for target markets, workloads, accounts, campaigns, pipeline, bookings, executive sponsorship, and field activation.
• Build deep working relationships across the partner organization, including executive leadership, sales, business development, product, engineering, solution architecture, marketing, and partner/channel teams.
• Define and articulate the joint GPUaaS value proposition: why Rackspace plus the assigned partner is differentiated for enterprise AI, inference, training, HPC, sovereign/regulated, and other prioritized accelerated-compute workloads.
• Create repeatable co-sell plays and target-account motions that connect partner sellers and technical teams with Rackspace GPUaaS specialists and convert introductions into qualified opportunities.
• Own partner-sourced and partner-influenced opportunity creation for the assigned relationship and inspect progression from introduction/registration through qualification, proposal, negotiation, and booking.
• Coordinate joint customer pursuits, executive briefings, workshops, events, proofs of concept, proposals, bids, and commercial discussions when the strategic partner is material to winning the opportunity.
• Partner with Product, Engineering, Capacity/Operations, and Delivery to translate partner roadmaps and customer demand into actionable GPUaaS requirements, including GPU platforms, cluster configurations, software ecosystem, availability, deployment timing, and service readiness.
• Partner with Finance and commercial leadership to understand deal economics, pricing, capacity commitments, funding/incentive programs, MDF where applicable, and other partner constructs that can improve competitiveness without compromising approved margin guardrails.
• Maintain an executive operating cadence with the partner, including monthly pipeline/activation inspection and quarterly executive business reviews with documented actions, owners, and dates.
• Ensure CRM attribution and partner references are accurate so partner-sourced and partner-influenced pipeline, bookings, conversion, and forecast can be measured independently.
• Provide competitive and market intelligence on GPU demand, platform roadmaps, alternative providers, customer buying patterns, pricing signals, and ecosystem developments to inform GPUaaS strategy.
• Identify and resolve partnership friction quickly - including field alignment, technical readiness, account ownership, capacity, contracting, incentives, messaging, or executive escalation - and maintain a closed-loop action tracker.
• Create leverage: develop mechanisms, enablement, account maps, playbooks, and repeatable motions that allow the partnership to scale beyond one-off executive introductions.

Knowledge

• Strong understanding of strategic business development, technology partnerships, co-selling, joint GTM planning, and executive relationship management.
• Working knowledge of GPUaaS, accelerated computing, AI/ML and HPC workloads, cloud and data-center infrastructure, and enterprise AI buying motions.
• Working understanding of the GPU ecosystem and the role of silicon providers such as AMD and NVIDIA, OEMs, server/platform vendors, software ecosystems, distributors, integrators, ISVs, cloud providers, and neocloud/GPUaaS providers.
• Ability to understand and communicate GPU platform roadmaps, workload fit, capacity/availability considerations, and differentiated customer value without serving as the primary solution architect.
• Strong commercial and financial acumen, including bookings, ACV/TCV, gross margin, pricing, capacity commitments, incentives/funding, and partner economics.
• Knowledge of CRM-based pipeline management, attribution, forecasting, account planning, and sales inspection.

Skills

• Strategic partner business development
• Executive relationship management
• Joint business planning and co-sell execution
• GPUaaS / accelerated-compute market fluency
• Account mapping and opportunity creation
• Pipeline qualification, inspection, and forecasting
• Cross-functional and cross-company leadership
• Commercial negotiation and financial acumen
• Executive presentations and QBR/EBR leadership
• CRM/Salesforce discipline and analytics
• Program management and action closure
• Ability to translate technical roadmaps into customer and GTM opportunities

Experience

• 7-9+ years of relevant business development, strategic alliances, technology partnerships, enterprise sales, or go-to-market experience required.
• Demonstrated success building revenue-producing relationships with major technology vendors, cloud/infrastructure companies, OEMs, silicon providers, or ecosystem partners strongly preferred.
• Experience in AI infrastructure, GPU/accelerated compute, cloud, data center, HPC, managed services, or adjacent enterprise technology markets strongly preferred.
• Demonstrated ability to create joint business plans and convert strategic relationships into field activity, qualified pipeline, and measurable commercial outcomes.
• Experience navigating complex matrixed organizations and influencing senior executives, sales teams, product/engineering organizations, and operational stakeholders without direct authority.
• People-management experience is not required; this role is primarily a senior individual-contributor / single-threaded business-development owner unless organizational scope changes.

Education / Certifications

Bachelor's degree preferred in business, technology, engineering, or a related field; equivalent relevant experience may substitute. Relevant cloud, AI, infrastructure, partner, or technical certifications are a plus but not required.

Travel

Travel as required for strategic partner meetings, customer pursuits, executive business reviews, field activation, industry events, and partner planning sessions; expected approximately 25-40% depending on assigned partner and business needs.

#LI-remote #LI-DB1
Our compensation reflects the cost of labor across several geographic markets. The compensation range for this position ranges from $121,334.00/year in our lowest geographic market up to 213,570.50 USD/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. The compensation package may also include incentive compensation opportunities in the form of annual bonus or incentives, equity awards and an Employee Stock Purchase Plan (ESPP). Learn more about benefits at Rackspace.