The opportunity
Lambda, The Superintelligence Cloud, is a leader in AI cloud infrastructure serving tens of thousands of customers. Our customers range from AI researchers to enterprises and hyperscalers.
What you'll do
Own the strategy: Set Lambda's technology partner strategy, including segmentation, prioritization, and a clear point of view on where to focus and why.
Recruit and onboard partners: Identify, recruit, and onboard technology partners and ISVs aligned with Lambda's product and go-to-market priorities, prioritizing those that expand what customers can do on our cloud.
Design the programs: Build the partner programs, frameworks, and playbooks that turn individual partnerships into a repeatable way to create value, and drive partner readiness and platform adoption through structured onboarding and enablement.
Drive the integrations and partner roadmap: Work with product and engineering to define the integrations that make each partnership real, run the cadence that turns partner needs into a prioritized roadmap, and make the case for the resourcing and sequencing they require.
Shape the commercial model: Choose and structure the right partnership model for each partner, whether co-sell, co-build, resale, or referral, and work with Legal, Revenue Operations, and Finance on the agreements and processes behind it.
Lead the joint go-to-market: Lead co-sell and joint go-to-market with Sales and partners, embedding partners into our sales motions and converting partnerships into customer activity.
What they're looking for
- Own the outcomes: Define what good looks like for Lambda's partner program and the metrics behind it, and own the results, from growing Lambda's customer footprint to keeping customers building on Lambda.
- Represent Lambda: Advocate for partners across Sales, Product, Marketing, Legal, Finance, and GTM Operations, and represent Lambda across the technology partner ecosystem, with regular travel to spend time with partners in person and take part in events, advisory boards, and industry forums.
- Have 10+ years in technology or ecosystem partnerships, alliances, or partner: business development within B2B technology, including partnerships you built and scaled from the ground up
- Have proven success building revenue-generating technology partner ecosystems: that drove new customers, consumption, or revenue to a cloud or platform, with a strong grasp of consumption-based business models
