Principal Technical Alliance Manager (AI)

Location: Hybrid in Seattle, United States; other listed location: San Jose

Annual base pay: $177,800–$266,600

Company

Cybersecurity and application delivery organization helping businesses create, secure, and operate digital applications through technology partnerships.

What you will do

• Own a portfolio of strategic technology alliances, including a key relationship with Dell Technologies.
• Define alliance priorities, governance models, investment tradeoffs, and multi-year business plans.
• Lead integrated solutions from customer use-case discovery and roadmap alignment through technical validation, launch, and lifecycle management.
• Build executive relationships and coordinate Product Management, Engineering, Sales, Marketing, Customer Success, Finance, Legal, and partner teams.
• Lead joint go-to-market activities, enablement, co-marketing, field engagement, customer initiatives, and sales plays.
• Measure alliance health, solution adoption, pipeline, partner-influenced opportunities, ecosystem engagement, and return on investment.

Requirements

• 10+ years of experience in technology alliances, strategic business development, product partnerships, or a related enterprise technology role.
• 7+ years leading complex technology partnerships with measurable product, customer, adoption, pipeline, or business outcomes.
• Experience with enterprise infrastructure, security, data, or AI ecosystem companies; experience with Dell Technologies or another global technology provider is highly valued.
• Ability to influence executives and distributed cross-functional teams without direct authority, manage stakeholders, negotiate, facilitate, and resolve conflicts.
• Strong analytical and problem-solving skills, with proficiency in Salesforce, Tableau, Microsoft 365, and AI-enabled tools.
• Bachelor's degree or equivalent practical experience; an advanced degree is a plus.

Nice to have

• Experience with Dell Technologies or another global technology provider.
• Advanced degree.

Culture & Benefits

• Opportunity to shape strategic alliances and translate partner innovation into customer and business outcomes.
• Visibility with senior leaders and influence over strategic decisions across partner organizations.
• Opportunity to advance ecosystem strategy across AI, security, infrastructure, and data platforms.
• Potential incentive compensation, bonus, restricted stock units, and benefits in addition to base pay.