Strategic Alliances GTM Lead
San Francisco · New York · Remote · 8+ years experience · Full-time · Posted Oct 1, 2026
At a glance
- Experience
- 8+ years experience
- Employment
- Full-time
- Location
- San Francisco · New York · Remote
About the role
- Strategic alliances across hyperscalers, data platforms, and AI ecosystems are a major growth lever for SpaceXAI.
- The Strategic Alliances GTM Lead will own the sales-facing GTM operating system across AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, and emerging strategic AI platforms.
- This is scoped as an IC at hire, with a path to team lead as the Strategic Tech Alliances org scales.
Responsibilities
- Develop and execute the joint GTM strategy across AWS, Microsoft Azure, Google Cloud, Snowflake, Databricks, and emerging strategic AI platform partners
- Serve as the primary GTM counterpart to the Global Cloud Alliance Leaders, translating partner strategy, integrations, joint solutions, programs, and priorities into executable field motions
- Own the sales-facing GTM operating system across joint business plans, new routes to market, co-sell execution, seller enablement, account mapping, pipeline discipline, forecasting, and QBRs
- Work directly with Enterprise Sales to attach the right partner motion to priority accounts, active opportunities, and territory plans
- Build partner-sourced and partner-influenced pipeline through partner sellers, specialists, technical teams, executive relationships, and ecosystem signals
- Build account-mapping motions that identify customer overlap, existing workloads, cloud adoption, AI and data environments, partner relationships, and whitespace
- Identify and unlock new routes to market through co-sell, Marketplace, model and AI platforms, joint solutions, cloud commitments, and ecosystem partnerships
- Translate new integrations and joint solutions into customer use cases, target accounts, seller positioning, enablement programs, and opportunity-generation plays
- Design and execute segment-, industry-, workload-, and solution-specific sales plays for SpaceXAI and partner field teams
- Partner with Global Cloud Alliance Leaders and Partner Marketing on campaigns, executive programs, events, and account-based initiatives tied to GTM priorities and pipeline
Requirements
- 8+ years of experience in enterprise sales, strategic alliances, business development, cloud partnerships, data and AI, or partner go-to-market
- Demonstrated experience building and scaling co-sell or joint GTM motions with major cloud, data, or technology platform partners
- Proven experience generating enterprise pipeline through partners and converting ecosystem relationships into qualified opportunities and revenue
- Experience identifying new revenue streams and routes to market through co-build, co-sell, Marketplace, and joint GTM motions
- Experience working directly with Enterprise Sales to map accounts, activate partners, source opportunities, and support active customer pursuits
- Experience working across a portfolio of strategic partners rather than exclusively managing a single cloud or platform alliance
- Experience developing and executing joint business plans with external partners
- Experience building pipeline forecasts and operating against shared pipeline and revenue targets
- Demonstrated ability to translate technical product capabilities, integrations, and partner strategy into clear business value and executable field motions
- Ability to travel up to 50% of the time
Workplace
- Periodic travel to offices in North Beach, San Francisco and Manhattan, New York is expected.
- Regular travel up to 50% of the time is typically required for the role.
Skills
- AWS
- Microsoft Azure
- Google Cloud
- Snowflake
- Databricks
