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Principal Ecosystem Partner Manager

Astera Labs
San Jose, USA
Manager · 7+ years experience
Onsite
Discovered 2 weeks ago
Business development

Full Job Posting

Key Responsibilities

  • Own strategic relationships with key CPU platform partners (x86 and Arm, including emerging Arm-based platform providers), ODMs, OEMs, and system integrators, including monthly executive syncs, quarterly roadmap exchanges, and joint business planning
  • Drive technology roadmap alignment to place Astera Labs products in partner reference designs and emerging server and AI platforms
  • Coordinate interoperability and joint validation programs with partners and Astera Labs engineering, from early silicon through production
  • Collaborate with partners on joint reference architectures and rack-scale solutions built on Astera Labs' Intelligent Connectivity Platform, including emerging AI workloads such as agentic inference
  • Lead solutions and partner marketing for rack-scale solution kits with ODM and OEM partners, including solution briefs, joint go-to-market plans, launch content, and partner programs
  • Negotiate and close partner agreements, such as supplier, qualified vendor, and co-marketing agreements, with legal, sales, and business teams
  • Plan and execute co-marketing programs with partners, including joint announcements, demos, events, case studies, and partner content
  • Own the customer-facing presentations, including the company and portfolio overview decks, solution and partner decks, and event-specific decks, and keep them current across product groups
  • Act as the Voice of the Partner, gathering partner and customer insights and competitive intelligence to influence product direction, platform strategy, and go-to-market execution
  • Develop sales enablement on partner platforms and run regular training sessions with customer-facing teams
  • Serve as an ecosystem evangelist internally and externally, representing Astera Labs at industry events, partner forums, conferences, and press/analyst engagements
  • Track partner engagement and ecosystem-influenced design wins, and report progress to leadership

Qualifications

  • Bachelor's degree in Engineering or a related field; MBA preferred
  • 7+ years of experience in product-focused, customer- or partner-facing roles within the semiconductor or data center infrastructure industry
  • Understanding of PCIe, CXL, Ethernet, and/or UALink technologies and server/CPU platform architectures in AI and cloud infrastructure
  • Established network across CPU, server platform, ODM, OEM, and system integrator ecosystems
  • Previous experience in Ecosystem Partnerships, Solutions or Partner Marketing, Business Development, Product Marketing, Product Management, or similar roles
  • Experience running multi-workstream partner programs, including joint interoperability, reference designs, and executive syncs
  • Strong strategic thinking and analytical skills, with the ability to translate market insights into actionable partner and account strategies
  • Excellent communication and presentation skills, including building executive and customer-facing presentations that explain complex technical concepts clearly
  • Proven ability to collaborate effectively with cross-functional teams and drive consensus in a fast-paced, dynamic environment
  • Results-oriented mindset with a focus on driving measurable impact and achieving business objectives
  • Experience negotiating and executing partner agreements
  • Willingness to travel up to approximately 25% for partner/customer meetings, company training, industry events, and conferences
  • Salary range is $160,000 to $200,000 depending on experience, level, and business need. This role may be eligible for discretionary bonus, incentives and benefits.
  • We know that creativity and innovation happen more often when teams include diverse ideas, backgrounds, and experiences, and we actively encourage everyone with relevant experience to apply, including people of color, LGBTQ+ and non-binary people, veterans, parents, and individuals with disabilities.

Preferred Qualifications

  • Bachelor's degree in Engineering or a related field; MBA preferred
  • Salary range is $160,000 to $200,000 depending on experience, level, and business need. This role may be eligible for discretionary bonus, incentives and benefits.

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