Alliance Leader – Strategic OEM, VAR & ISV Partnerships

Location: U.S. (Remote, with travel)
Reporting to: CEO / Head of Growth
Targets:

Direct Revenue: $1M–$3M annually

Indirect/Channel Revenue: $5M–$10M annually

About NStarX

NStarX is an AI-native, cloud-native engineering and advisory firm redefining how enterprises adopt AI through Service-as-Software. We combine deep expertise in Generative AI, Data Engineering, Federated Learning, Confidential Computing, Cloud Platforms, and modern Enterprise Architecture to deliver real business outcomes — at production scale.

We move fast, operate like a high-trust startup, and obsess over customer value. Our culture celebrates intrapreneurship, humility, execution excellence, and building long-term win-win relationships across the ecosystem. If you thrive in an environment where AI, partnerships, and business strategy intersect — NStarX is the place for you.

Role Summary

The Alliance Leader will own NStarX’s most strategic relationships with OEMs, cloud hyperscalers, ISVs, and VARs — including NVIDIA, NetApp, OpenAI, Anthropic, Databricks, Snowflake, MongoDB, LlamaIndex, and others. This role is responsible for building a non-linear revenue engine through joint solutions, co-selling motions, marketplace listings, partner-funded programs, and multi-party enterprise deals.

You will act as the “ecosystem orchestrator,” shaping how NStarX is positioned in partner GTM motions, partner marketplaces, technical integrations, and joint customer opportunities. This role is core to our next stage of scale.

Key Responsibilities

1. Build & Own Strategic Partnerships

• Develop deep, trusted relationships with OEM, ISV, and VAR partners across sales, alliances, product, and technical teams.
• Position NStarX as the preferred AI-native partner for enterprise-grade Data/AI initiatives.
• Drive inclusion in partner solution catalogs, partner programs, and joint announcements.

2. Create Non-linear Revenue Motions

• Identify and close joint opportunities that leverage hyperscaler funding, partner accelerators, marketplace programs, and co-selling incentives.
• Drive both direct revenue (NStarX-led) and indirect revenue (partner-led, marketplace-driven, or co-sell).
• Build partner-aligned playbooks and repeatable solution offerings.

3. Joint GTM, Marketing & Solution Packaging

• Design and launch partner-specific GTM motions, workshops, and POV/POC programs.
• Collaborate with Product & Engineering to co-create reference architectures, blueprints, and solution accelerators with partners (e.g., NVIDIA FLARE, Databricks AI/BI, OpenAI GPTs, MongoDB Vector Search).
• Represent NStarX at partner events, webinars, executive briefings, and joint customer discussions.

4. Pipeline & Revenue Ownership

• Build a predictable partner-driven pipeline with quarterly targets for both direct and indirect revenue.
• Manage joint account planning sessions, opportunity registration, and partner forecasting.
• Ensure alignment with Sales, Delivery, and GTM teams for pipeline conversion and execution excellence.

5. Internal Enablement & Execution

• Train internal teams on partner programs, incentives, and co-sell processes.
• Work with Engineering/Delivery to ensure successful partner-certified delivery capabilities.
• Provide input to leadership on strategic bets, ecosystem shifts, and emerging AI/ML partnership opportunities.

What We’re Looking For

Must-Have

• 7–12 years experience in Alliances, Business Development, Channel Sales, or Partner GTM.
• Proven ability to build revenue-generating partnerships with cloud hyperscalers (AWS/Azure/GCP) or ISVs (Databricks, Snowflake, NVIDIA, MongoDB, etc).
• Strong understanding of Data & AI stacks, modern cloud architectures, and enterprise AI adoption patterns.
• Excellent relationship-building, negotiation, and cross-functional influence skills.
• Entrepreneurial, self-driven, and comfortable executing with minimal structure.
• Experience working in a fast-moving, early-stage or startup-like environment.

Great-to-Have

• Prior experience with co-selling in cloud marketplaces (AWS Marketplace, Azure Marketplace, GCP Marketplace).
• Familiarity with OEM/ISV partner-funding motions (PFM, Market Development Funds, accelerators).
• Hands-on exposure to GenAI, RAG, LLMOps, ML Engineering, or Data Engineering.
• Experience in multi-party enterprise deal orchestration.

What NStarX Offers

• A strategic, high-visibility role shaping our ecosystem-driven growth strategy.
• Opportunity to work directly with top-tier AI/ML, cloud, and data partners.
• Fast-paced, founder-led environment with autonomy and trust.
• Competitive compensation with performance-based incentives and equity upside.
• A culture defined by: Stay Hungry. Stay Humble. Stay Human.

If You Want to Build, Not Just Manage — Let’s Talk.

This role is perfect for someone who wants to create outsized impact by building an ecosystem flywheel — not just owning a territory.