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Manager, GPU as a Service (GPUaaS) Business Development - Strategic Technology Partners

Rackspace Technology
Home, USA
Full-time
Manager · 7+ years experience
Remote
Discovered 3 weeks ago
Business developmentSalesforce

Full Job Posting

Key Responsibilities

  • Develop and execute an annual and quarterly joint business plan for the assigned partner (e.g., AMD or NVIDIA) with explicit objectives for target markets, workloads, accounts, campaigns, pipeline, bookings, executive sponsorship, and field activation.
  • Build deep working relationships across the partner organization, including executive leadership, sales, business development, product, engineering, solution architecture, marketing, and partner/channel teams.
  • Define and articulate the joint GPUaaS value proposition: why Rackspace plus the assigned partner is differentiated for enterprise AI, inference, training, HPC, sovereign/regulated, and other prioritized accelerated-compute workloads.
  • Create repeatable co-sell plays and target-account motions that connect partner sellers and technical teams with Rackspace GPUaaS specialists and convert introductions into qualified opportunities.
  • Own partner-sourced and partner-influenced opportunity creation for the assigned relationship and inspect progression from introduction/registration through qualification, proposal, negotiation, and booking.
  • Coordinate joint customer pursuits, executive briefings, workshops, events, proofs of concept, proposals, bids, and commercial discussions when the strategic partner is material to winning the opportunity.
  • Partner with Product, Engineering, Capacity/Operations, and Delivery to translate partner roadmaps and customer demand into actionable GPUaaS requirements, including GPU platforms, cluster configurations, software ecosystem, availability, deployment timing, and service readiness.
  • Partner with Finance and commercial leadership to understand deal economics, pricing, capacity commitments, funding/incentive programs, MDF where applicable, and other partner constructs that can improve competitiveness without compromising approved margin guardrails.
  • Maintain an executive operating cadence with the partner, including monthly pipeline/activation inspection and quarterly executive business reviews with documented actions, owners, and dates.
  • Ensure CRM attribution and partner references are accurate so partner-sourced and partner-influenced pipeline, bookings, conversion, and forecast can be measured independently.
  • Provide competitive and market intelligence on GPU demand, platform roadmaps, alternative providers, customer buying patterns, pricing signals, and ecosystem developments to inform GPUaaS strategy.
  • Identify and resolve partnership friction quickly - including field alignment, technical readiness, account ownership, capacity, contracting, incentives, messaging, or executive escalation - and maintain a closed-loop action tracker.
  • Create leverage: develop mechanisms, enablement, account maps, playbooks, and repeatable motions that allow the partnership to scale beyond one-off executive introductions.
  • Knowledge
  • 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 and the role of silicon providers such as AMD and 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 without serving as the primary solution architect.
  • 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.

Skills

  • Strategic partner business development
  • Executive relationship management
  • Joint business planning and co-sell execution
  • GPUaaS / accelerated-compute market fluency
  • Account mapping and opportunity creation
  • Pipeline qualification, inspection, and forecasting
  • Cross-functional and cross-company leadership
  • Commercial negotiation and financial acumen
  • Executive presentations and QBR/EBR leadership
  • CRM/Salesforce discipline and analytics
  • Program management and action closure
  • Ability to translate technical roadmaps into customer and GTM opportunities
  • Experience
  • 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.
  • People-management experience is not required; this role is primarily a senior individual-contributor / single-threaded business-development owner unless organizational scope changes.
  • Education / Certifications
  • 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
  • Travel as required for strategic partner meetings, customer pursuits, executive business reviews, field activation, industry events, and partner planning sessions; expected approximately 25-40% depending on assigned partner and business needs.
  • #LI-remote #LI-DB1
  • About Rackspace Technology
  • We are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end-to-end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent. Join us on our mission to embrace technology, empower customers and deliver the future.
  • More on Rackspace Technology
  • Though we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.

Qualifications

  • Strategic partner business development
  • Executive relationship management
  • Joint business planning and co-sell execution
  • GPUaaS / accelerated-compute market fluency
  • Account mapping and opportunity creation
  • Pipeline qualification, inspection, and forecasting
  • Cross-functional and cross-company leadership
  • Commercial negotiation and financial acumen
  • Executive presentations and QBR/EBR leadership
  • CRM/Salesforce discipline and analytics
  • Program management and action closure
  • Ability to translate technical roadmaps into customer and GTM opportunities
  • 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.
  • People-management experience is not required; this role is primarily a senior individual-contributor / single-threaded business-development owner unless organizational scope changes.
  • Education / Certifications
  • 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
  • Travel as required for strategic partner meetings, customer pursuits, executive business reviews, field activation, industry events, and partner planning sessions; expected approximately 25-40% depending on assigned partner and business needs.
  • #LI-remote #LI-DB1
  • About Rackspace Technology
  • We are the multicloud solutions experts. We combine our expertise with the world’s leading technologies — across applications, data and security — to deliver end-to-end solutions. We have a proven record of advising customers based on their business challenges, designing solutions that scale, building and managing those solutions, and optimizing returns into the future. Named a best place to work, year after year according to Fortune, Forbes and Glassdoor, we attract and develop world-class talent. Join us on our mission to embrace technology, empower customers and deliver the future.
  • More on Rackspace Technology
  • Though we’re all different, Rackers thrive through our connection to a central goal: to be a valued member of a winning team on an inspiring mission. We bring our whole selves to work every day. And we embrace the notion that unique perspectives fuel innovation and enable us to best serve our customers and communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.

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