Job Description
Fluidstack is seeking a highly motivated and experienced Partner Manager to source and manage hardware infrastructure sourcing for Fluidstack’s Marketplace and Private Cloud lines of business. The role will be responsible for developing new relationships and managing engagements with data center operators, cloud partners and ISVs.
This role will be responsible for building a pipeline of Co-Location providers and data center sites globally. The role will manage Executive relationships with existing suppliers, and strategize on joint go to market and pricing activities. Additionally, the role will collaborate with Fluidstack engineering to automate inventory management systems and implement automated quoting/pricing in CRM systems. The ideal candidate is a results-oriented individual with a strong understanding of the cloud infrastructure ecosystem and a proven track record of building successful partnerships
*Role needs to be located on Eastern Seaboard or United Kingdom.
Responsibilities:
- Partner Recruitment: Identify, recruit, and onboard new strategic supply partners that align with our target market, customer needs and business objectives. Develop and execute onboarding plans to ensure partners are equipped to effectively sell and support our solutions.
- Onboarding: Negotiate commercial terms with qualified suppliers. Arrange testing, validation, and security assessments of new suppliers. Keep track of the latest GPU quantities available and manage commercial terms from suppliers in concert with Fluidstack Legal organization. Potentially travel to supplier sites for validation of hardware.
- Relationship Management: Cultivate and maintain strong relationships with existing suppliers. Grow and develop relationships with key stakeholders and executives in Supplier organizations throughout. Act as the primary point of contact for partners and address their needs and inquiries.
- Joint Business Planning: Develop and execute joint business plans with suppliers, outlining specific goals, strategies, and tactics for driving revenue growth. Regularly review progress against these plans and ensure that Fluidstack is considered for future deployment opportunities.
- Market Analysis: Stay up to date on industry trends, competitor activities, and supplier landscape to identify new opportunities. Attend industry trade shows and events to represent Fluidstack interests.
- Sales enablement: Support Sales organization in finding the most appropriate supply and pricing for active deals. Lead initial negotiations on supply for active deals before handing over to sales leads
- Program Management: In partnership with Fluidstack Operations and Engineering, create automated process for managing, updating and querying available supply. Implement and maintain accurate grading systems for suppliers. Manage integration into Salesforce for accurate quote management, pricing, and supplier infrastructure specifications.
Qualifications:
- Bachelor’s degree in Business, Marketing, or a related field.
- Located on Eastern seaboard or United Kingdom
- Minimum of three years of experience in partner sales, channel management, or business development, preferably in the cloud computing industry.
- Strong understanding of cloud computing concepts, technologies, and business models (e.g., IaaS, PaaS, SaaS).
- Proven track record of building and managing successful partnerships with cloud providers (e.g., AWS, Azure, GCP).
- Excellent communication, presentation, and interpersonal skills.
- Strong analytical and problem-solving skills.
- Ability to work independently and as part of a team.
- Experience with CRM systems (Salesforce) and partner management tools.
- Ability to travel up to 30%.
- Strong bias to action and will move on tasks quickly
Preferred Qualifications:
- Experience in a high growth startup environment
- Existing network of contacts within the cloud infrastructure ecosystem.
