Requirements
* Minimum 8 years in technology partnership management, alliance development or ecosystem coordination roles
* Proven track record of managing relationships with major technology vendors (experience with Dell, Cisco, NVIDIA or similar preferred)
* Experience coordinating complex, multi-stakeholder initiatives across organisational boundaries Background in enterprise infrastructure, cloud or AI/ML markets
* Demonstrated ability to influence without direct authority across partner organisations and internal teams
* Experience supporting large deal pursuits or public sector procurements
* Strong relationship management and stakeholder engagement capabilities
* Commercial acumen with ability to structure and negotiate partnership terms
* Excellent communication skills for executive-level partner and internal stakeholder interactions
* Project coordination skills to manage multiple parallel partner engagements
* Strategic thinking to identify ecosystem opportunities and optimisation potential
* Attention to detail for tracking commitments, timelines and deliverables
* (Desirable) Experience with EuroHPC, sovereign AI or government/public sector technology programmes
* (Desirable) Understanding of AI Factories, HPC infrastructure or data centre technologies
* (Desirable) Knowledge of EU data sovereignty requirements, GDPR and AI Act implications
* (Desirable) Multi-language capability (German, Italian or French advantageous for European markets)
* (Desirable) Existing relationships within Dell, Cisco, NVIDIA or similar partner organisations
* (Desirable) Experience with consortium-based bidding or multi-party contract structures
What the job involves
* Own relationships with strategic technology partners including Dell, Cisco, NVIDIA, Red Hat, Mistral AI, Alexara AI, SiPearl and emerging sovereign AI vendors
* Coordinate joint account planning sessions with partners, targeting 5 to 8 mutual accounts per country to generate qualified pipeline opportunities
* Negotiate and manage partner commitments including co-investment, co-selling, technical resources and reference support for major pursuits
* Track partner pipeline contributions, conversion rates and ROI to inform ecosystem investment decisions
* Ensure partner technical resources are engaged early in opportunity qualification and solution design
* Manage partner MOU execution and ongoing compliance with partnership terms
* Identify and onboard new ecosystem partners to address capability gaps or market requirements (for example, European content compliance for EuroHPC)
* Serve as primary liaison between AI Factories team and internal practice groups: Cloud and Security, Data and AI, Tech Hub, Infrastructure Services
* Coordinate internal resource allocation for major pursuits, ensuring appropriate skills are available when needed
* Facilitate cross-practice collaboration on complex, multi-domain opportunities Maintain internal stakeholder relationships to ensure AI Factories priorities are understood and supported
* Work with regional sales teams to identify and qualify AI Factories opportunities in their accounts
* Coordinate with bid management and legal teams on partner-related contract terms and consortium arrangements
* Partner with existing alliance managers and specialists to position AI Factories within broader partner relationships
* Champion the AI Factories proposition across all partner interactions, ensuring consistent messaging and value articulation
* Coordinate partner participation in customer events, demonstrations and proof-of-concept activities at the Munich Innovation Centre
* Support EuroHPC and sovereign AI pursuits with partner evidence, references and technical validation
* Ensure EU content compliance requirements are addressed through appropriate European supplier partnerships
* Drive joint marketing activities and thought leadership with strategic partners
* Represent AI Factories at partner events, industry conferences and ecosystem forums
* Maintain ecosystem partnership tracker with status, commitments and outcomes for all active relationships
* Provide regular reporting on partner contribution to pipeline, wins and strategic initiatives
* Escalate partnership risks or blockers to AI Factories leadership with recommended actions
* Participate in weekly AI Factories leadership meetings and monthly partner review sessions
* Within 90 days:
* Completed relationship mapping of all strategic partners with clear engagement plans
* Established regular cadence with internal practice leads and regional teams
* First joint account planning sessions completed with Dell and Cisco
* Partnership tracker operational with baseline metrics established
* Within 12 months:
* Partner-influenced pipeline of EUR100M or greater across AI Factories opportunities Minimum three partner co-investment commitments secured for major pursuits
* EU content compliance partnerships established supporting EuroHPC scoring requirements
* Internal AI Factories awareness achieved across all priority regions
* Partner contribution to at least two successful wins documented
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