Director, Alliances - Infrastructure

About the Company Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense. With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud. Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world. About the Role We are seeking a Director, Alliances - Infrastructure to lead and scale Armada's most critical technology partnerships, including Invidia, WWT, Cisco, and Dell. This is a senior, high-visibility role responsible for setting alliance strategy, orchestrating co-sell motions at scale, and building executive-to-field relationships that drive material revenue impact. You will act as the senior connective tissue between Armada's sales organization and our partner ecosystem, ensuring strategic alignment at the leadership level while driving disciplined execution in the field. This role owns the partnership P&L mindset for these accounts: you're accountable for pipeline generation, co-sell velocity, and joint revenue outcomes, not just relationship maintenance. Location United States (Remote) What You'll Do (Key Responsibilities) • Alliance Strategy & Executive Relationship Ownership • Own and evolve the overall partnership strategy for Nvidia, WWT, Cisco, and Dell, including account planning, joint business planning (JBP), and executive alignment sessions. • Serve as Armada's senior-most field point of contact for these partners, building trusted relationships with partner alliance leadership, sales VPs, and field leadership. • Co-Sell Orchestration at Scale • Partner with Armada account executives and partner sellers to identify, prioritize, and coordinate co-sell opportunities across a national/enterprise account base. • Design and drive repeatable co-sell motions and playbooks that can scale across regions and partner teams. • Deal Sourcing & Pipeline Management • Proactively source and qualify new opportunities through alliance channels, driving them into Armada's pipeline in partnership with sales leadership. • Own pipeline health and forecasting accuracy for partner-sourced and partner-influenced revenue. • Seller Pairing & Enablement • Build and manage structured pairings between Armada's sales teams and partner sales teams across territories. • Develop joint value propositions, lead account planning sessions, and drive ongoing field enablement and training. • Deal Registration, Compliance & Program Management • Own deal registration processes and ensure compliance with partner program requirements across WWT, Cisco, and Dell systems. • Build and deliver enablement assets and training on partner programs, incentives, and best practices for internal sales teams. • Performance Reporting & Executive Communication • Own KPI tracking, pipeline impact, and revenue reporting tied to alliance activities; present regularly to Armada and partner leadership. • Translate performance data into strategic recommendations that shape future partnership investment and prioritization. • Strategic & GTM Planning • Partner with marketing and product teams to shape joint campaigns, events, and account-based marketing initiatives aligned to partner priorities. • Represent Armada in partner QBRs, planning sessions, and executive briefings. Required Qualifications • 8+ years of experience in alliance management, channel/partner management, or enterprise business development in the technology industry, with direct experience managing relationships with WWT, Cisco, Dell, or comparable large-scale technology alliances. • Demonstrated track record of driving measurable, partner-led revenue at scale — not just managing relationships, but owning outcomes. • Executive presence: credible and effective in front of partner and internal senior leadership, including VP/C-level stakeholders. • Deep understanding of cloud, networking, edge computing, and enterprise infrastructure trends. • Strong track record building and scaling co-sell motions and playbooks across multiple regions or teams. • Highly organized, with the ability to manage multiple strategic initiatives and stakeholders in a fast-paced, high-growth environment. • Proficiency with sales and partner tools (Salesforce, partner portals, deal registration platforms). Preferred Qualifications • Prior experience specifically within WWT, Cisco, or Dell's partner/alliance ecosystem (either working for one of these companies or managing them as a named partner). • Experience building joint go-to-market strategies with hyperscalers, global systems integrators, or major technology vendors. • Comfortable operating across both strategic planning (JBPs, executive alignment) and tactical field execution. • Experience in a high-growth, early-stage company environment, building alliance function/playbooks from the ground up Compensation & Benefits For U.S. Based candidates: To ensure fairness and transparency, the On-Target Earnings (OTE) for this role for candidates in the U.S. are listed below, varying based on location experience, skills, and qualifications. In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request). Benefits • Competitive base salary and equity • Medical, dental, and vision (subsidized cost) • Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA) • Retirement plan options, including 401(k) and Roth 401(k) • Unlimited paid time off (PTO) • 14 paid company holidays per year #LI-Remote #LI-DA1 Compensation $236,800—$296,000 USD You're a Great Fit if You're • A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge • A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude • Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company • A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda • Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you Equal Opportunity Statement At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time. Unsolicited Resumes and Candidates Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.