Senior Alliance Manager - 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 Senior Alliance Manager - 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 ongoin