A Channel Account Manager manages client accounts within a particular channel such as wholesalers, retailers, or distributors for a company. Develops and maintains communication with company clients, promotes sales and services, and works to resolve problems. Accounts may be for product sales, advertising or marketing services or financial services such as banking.
Strategic Partnerships, Cloud Alliances & Ecosystems at GMI Cloud Strategic Partnerships, Cloud Alliances & Ecosystems at GMI Cloud in Sunnyvale, California Posted in 10 days ago.
Type:
full-time
Job Description:
About the Company GMI Cloud is a fast-growing, AI-native infrastructure company delivering high-performance GPU compute, inference services, and infrastructure for AI agents. From large-scale compute to optimized inference and agentic workloads, GMI Cloud gives AI teams the infrastructure they need to build, deploy, and scale on one unified cloud. One cloud for compute, inference, and agents. About the Role We are seeking an experienced Strategic Partnership person to build and grow GMI Cloud's relationships across the global cloud and AI ecosystem. This role will own strategic partnerships with hyperscalers, model companies, and technology platforms, while also driving the commercial side of these relationships - including contracts, procurement, pricing, credits, capacity commitments, and joint go-to-market opportunities. The ideal candidate combines strong relationship-building skills with commercial judgment and a track record of turning partnerships into measurable business outcomes. Responsibilities Build and manage strategic partnerships with AWS, Microsoft Azure, Google Cloud, OpenAI, Anthropic, xAI, and other leading AI and technology companies. Develop relationships with partner sales teams, solution architects, product leaders, and ecosystem teams to identify joint business opportunities. Drive cloud marketplace listings, partner programs, technical integrations, partner tier advancement, and co-sell opportunities. Lead negotiations across contracts, pricing, cloud credits, procurement terms, capacity commitments, and partner incentive structures. Manage strategic vendor and procurement discussions to secure competitive pricing and commercial terms for GMI Cloud. Identify opportunities to leverage GMI Cloud's platform adoption and spend to unlock preferred pricing, partner resources, co-sell commitments, and broader GTM collaboration. Develop joint go-to-market programs including customer referrals, co-events, webinars, case studies, and co-marketing campaigns. Work closely with Product and Solutions Engineering to scope and launch partner integrations. Represent GMI Cloud at key cloud, AI, and developer ecosystem and industrial events. Develop selected relationships with startup programs, accelerators, and venture capital partners as an additional customer acquisition channel. Track partner-sourced and partner-influenced pipeline, customer activation, commercial value unlocked, integrations launched, and revenue impact. Qualifications 5-10 years of experience in strategic partnerships, business development, cloud alliances, AI infrastructure, developer platforms, strategic sourcing, or related technology sectors. Demonstrated experience working with hyperscalers, AI model companies, cloud platforms, or other major technology partners. Proven track record of building strategic partnerships or ecosystem programs from 0 to 1. Proven experience negotiating contracts, pricing, credits, procurement terms, capacity commitments, or other commercial agreements. Strong commercial judgment with the ability to evaluate pricing, commitments, partner economics, and overall deal value. Experience managing relationships across both business and technical stakeholders. Solid understanding of cloud infrastructure, GPUs, AI inference, APIs, and developer platforms. Excellent communication, negotiation, and relationship-building skills. Self-driven and comfortable operating independently in a fast-growing AI infrastructure environment. Preferred Qualifications Experience with cloud marketplaces, hyperscaler partner programs, or co-sell motions. Experience in strategic sourcing, cloud procurement, finance, or commercial operations. Existing relationships across hyperscalers, AI model companies, or developer platforms. Background in AI infrastructure, inference, GPU cloud, or developer tools. Experience with startup programs, accelerators, or venture capital ecosystems.
