Job Description

Astris AI is seeking an experienced alliance executive to build and lead our strategic partnerships with Dell, Oracle, and other key technology partners. This role will architect and execute comprehensive go-to-market programs that drive revenue through partner channels, develop co-selling motions, and establish Astris AI as the preferred AI solution within partner ecosystems.  

This is a builder role requiring executive presence, deep partner operations expertise , and the ability to translate partnership strategy into measurable revenue outcomes.

Key Responsibilities  

Partnership Strategy & Executive Leadership  

• Own end-to-end partnership strategy and execution for HPE, Dell, Oracle, NVIDIA and additional strategic technology partners and ISVs  

• Build and maintain C-suite relationships across partner organizations, understand their business and how they sell  

• Develop partnership roadmaps and plans to reach revenue goals  

• Organize partner summits and strategic planning sessions  

Revenue Channel Development (Sell With) 

• Design and implement comprehensive partner programs including incentive structures, deal registration, enablement, and support models  

• Deep dive into partner sales organizations to understand selling motions, compensation structures, and pipeline management  

• Build the infrastructure needed to enable partners to successfully sell Astris AI solutions alongside their own offerings  

• Establish metrics, dashboards, and reporting to track partner-sourced pipeline and revenue  

• Create joint account planning processes and co-selling playbooks  

Partner Adoption (Sell To) 

• Lead efforts to drive adoption of Astris AI solutions within partner organizations and their ISV ecosystems  

• Identify use cases and build business cases for partners to deploy Astris AI internally  

• Develop reference architectures and success stories that demonstrate value to partner networks  

• Establish champions and advocates within partner organizations  

Joint Solution Development (Sell Through) 

• Co-develop integrated solutions with partners and their clients that their sales organizations will take to market  

• Work with product and engineering teams to address partner requirements and integration needs  

• Create joint marketing collateral, technical documentation, and sales enablement materials  

Operational Excellence  

• Follow implementation on key deals, invest as needed and make sure Astris supports the partner and build trust in delivery/support  

• Troubleshoot and resolve issues in joint selling motions, from lead generation through deal closure  

• Build service excellence delivery connection between partner field teams and Astris AI  

• Establish governance processes for partnership health, performance, and investment decisions  

Required Qualifications  

• 10+ years in strategic alliances, partner management, or business development in enterprise technology  

• Proven track record building and scaling revenue-generating partner channels from ground up  

• Deep experience with technology ecosystem partners  

• Executive presence and ability to engage effectively at C-suite level across organizations  

• Operational expertise in partner program design, including incentive structures, deal registration, and enablement  

• Experience with sell-with, sell-to, and sell-through partnership models  

• Understanding of AI/ML technology landscape and enterprise software business models  

• Strong analytical skills with ability to track and optimize partnership ROI  

• Excellent cross-functional collaboration skills across sales, product, marketing, and delivery teams
  Other Information

  • Remote Work – Full-time remote role; up to 25% travel for customer meetings, team off-sites, and industry events.
  • Compensation – Competitive base salary plus performance-based bonus. Final package will reflect experience, location, and market benchmarks.
  • Benefits – Comprehensive health, dental, vision, life insurance, 401(k) with match, flexible spending accounts, parental leave, paid time off, and holidays.

   

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