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Manager, GPU as a Service – Business Development, Strategic Technology Partners

Job Description:

Own the strategic business-development relationship and joint go-to-market execution between Rackspace GPUaaS and assigned technology partners such as AMD or NVIDIA
Develop and execute annual and quarterly joint business plans covering target markets, workloads, accounts, campaigns, pipeline, bookings, executive sponsorship, and field activation
Build relationships across partner executive leadership, sales, business development, product, engineering, solution architecture, marketing, and partner/channel teams
Define and articulate the joint GPUaaS value proposition for enterprise AI, inference, training, HPC, sovereign/regulated, and accelerated-compute workloads
Create repeatable co-sell plays and target-account motions connecting partner sellers and technical teams with Rackspace GPUaaS specialists
Own partner-sourced and partner-influenced opportunity creation and inspect progression through qualification, proposal, negotiation, and booking
Coordinate joint customer pursuits, executive briefings, workshops, events, proofs of concept, proposals, bids, and commercial discussions
Translate partner roadmaps and customer demand into GPUaaS requirements, including GPU platforms, cluster configurations, software ecosystem, availability, deployment timing, and service readiness
Partner with Finance and commercial leadership on deal economics, pricing, capacity commitments, funding/incentive programs, MDF, and margin guardrails
Maintain monthly pipeline/activation inspections and quarterly executive business reviews with documented actions, owners, and dates
Ensure accurate CRM attribution and partner references for pipeline, bookings, conversion, and forecasting
Provide competitive and market intelligence on GPU demand, platform roadmaps, providers, buying patterns, pricing signals, and ecosystem developments
Identify and resolve partnership friction involving field alignment, technical readiness, account ownership, capacity, contracting, incentives, messaging, or executive escalation
Develop enablement, account maps, playbooks, and repeatable mechanisms to scale the partnership
Lead through influence across Sales, Product, Engineering, Marketing, Finance, Legal, Capacity/Operations, Delivery, and partner organizations

Requirements:

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
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, including AMD, 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
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
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 as required, approximately 25-40% depending on assigned partner and business needs