Channel & Alliances Account Manager

In 2012, Lambda started with a crew of AI engineers publishing research at top machine-learning conferences. We began as an AI company built by AI engineers. That hasn't changed. Today, we're on a mission to be the world's top AI computing platform. We equip engineers with the tools to deploy AI that is fast, secure, affordable, and built to scale. Whether they need powerhouse GPU hardware on-site or the flexibility of cloud-based solutions, we've got the horsepower to make it happen. Lambda’s AI Cloud has been adopted by the world’s leading companies and research institutions including Anyscale, Rakuten, The AI Institute, and multiple enterprises with over a trillion dollars of market capitalization. Our goal is to make computation as effortless and ubiquitous as electricity.

If you'd like to build the world's best deep learning cloud, join us. 

*Note: This position requires presence in our San Francisco office location 4 days per week; Lambda’s designated work from home day is currently Tuesday.

About the Role

We are seeking a results-driven Partner Manager to develop and grow revenue-generating partnerships across sell-to, sell-through, and sell-with motions. This role will be responsible for identifying high-value partners, cultivating executive relationships, and launching joint initiatives that directly contribute to Lambda’s revenue goals.

The ideal candidate brings experience in AI/ML partnerships and has a proven track record of successfully launching new programs and go-to-market strategies that drive rapid business impact. They are both strategic and execution-oriented, with the ability to operate in a fast-paced, high-growth environment and deliver measurable results through partner ecosystems.

In this role, you’ll recruit, manage, and grow relationships across our partner ecosystem to drive partner-sourced revenue, oversee co-selling motions, and build joint account plans to deepen strategic alignment with our top partners.

What You’ll Do

• Own partner revenue growth: Build and manage a pipeline of partnerships that drive direct and influenced revenue via sell-to, sell-through, and sell-with motions.
  

• Identify and recruit partners: Focus on high-velocity relationships with cloud providers, system integrators, ISVs, and vertical solution partners that align with Lambda’s core offerings.
  

• Drive joint GTM initiatives & programs: Develop and execute co-selling programs, co-marketing, lead-sharing workflows, joint campaigns, and partner enablement to accelerate time-to-revenue.
  

• Manage relationships end-to-end: Own strategic and day-to-day partner relationships, ensuring alignment across sales, marketing, product, engineering, legal, and executives.
  

• Deliver quarterly impact: Track partner-sourced and partner-influenced revenue, forecast pipeline, and report on key performance metrics to executive leadership and highlight joint impact in QBRs.
  

• Act as voice of the partner: Advocate for partner needs and opportunities within Lambda.ai to optimize integration, pricing, packaging, and support models.
  

You 

• 7+ years experience in tech alliances and channel sales 

• Proven success growing partner-sourced pipeline and managing strategic relationships

• Familiarity with cloud providers, ML/AI ecosystems, or GPU infrastructure is a strong plus

• Strong relationship builder with experience working with ISVs, VARs, Hyperscalers

• Excellent communication, presentation, negotiation, and cross-functional leadership skills

• Strategic thinker with hands-on ability to execute quickly and iteratively in a startup or scale-up environment.

Salary Range Information 

Based on market data and other factors, the annual base salary range for this position is $159,000 - $230,000 with an OTE component. However, a salary higher or lower than this range may be appropriate for a candidate whose qualifications differ meaningfully from those listed in the job description. 

About Lambda

• Founded in 2012, ~350 employees (2024) and growing fast

• We offer generous cash & equity compensation

• Our investors include Andra Capital, SGW, Andrej Karpathy, ARK Invest, Fincadia Advisors, G Squared, In-Q-Tel (IQT), KHK & Partners, NVIDIA, Pegatron, Supermicro, Wistron, Wiwynn, US Innovative Technology, Gradient Ventures, Mercato Partners, SVB, 1517, Crescent Cove.

• We are experiencing extremely high demand for our systems, with quarter over quarter, year over year profitability

• Our research papers have been accepted into top machine learning and graphics conferences, including NeurIPS, ICCV, SIGGRAPH, and TOG

• Health, dental, and vision coverage for you and your dependents

• Commuter/Work from home stipends for select roles

• 401k Plan with 2% company match (USA employees)

• Flexible Paid Time Off Plan that we all actually use

A Final Note:

You do not need to match all of the listed expectations to apply for this position. We are committed to building a team with a variety of backgrounds, experiences, and skills.

Equal Opportunity Employer

Lambda is an Equal Opportunity employer. Applicants are considered without regard to race, color, religion, creed, national origin, age, sex, gender, marital status, sexual orientation and identity, genetic information, veteran status, citizenship, or any other factors prohibited by local, state, or federal law.