About the Role
Super Micro Computer, Inc. is looking for a Senior Business Development Manager with strategic alliance experience, focused on building and expanding strategic technology alliances, partner ecosystems, and joint go-to-market initiatives across targeted regions and industry segments. In this role you will be responsible for developing and managing relationships with key technical partners, cloud providers, ISVs, system integrators, and industry alliances to accelerate business growth and market adoption.
Responsibilities
•Identify, develop, and expand enterprise alliances across AI training/inference, HPC, data platforms, cloud, IoT, and edge computing markets.
•Build, manage, and grow strategic relationships with technology alliance partners, including cloud service providers, semiconductor companies, software vendors, ISVs, and system integrators.
•Build multi-threaded relationships and executive sponsorship within large, complex customer and partner organizations.
•Drive joint go-to-market strategies, co-sell motions, and business development initiatives with strategic alliance and ecosystem partners.
•Collaborate with partner sales, engineering, and solution architecture teams to position integrated solutions and accelerate customer adoption.
•Develop partner enablement plans, joint account strategies, and pipeline generation activities to expand market reach and revenue opportunities.
•Maintain and grow relationships with existing customers by identifying cross-sell/upsell paths to increase share of wallet.
•Research trends, competitive activity, and market signals to identify new alliance opportunities and craft vertical plays across Finance, Public Sector, Telco/Media, Manufacturing, Retail, and Energy sectors.
•Operate with discipline: keep pipeline accurate and current, progress deals with clear next actions, and forecast credibly across both direct and partner-led opportunities.
•Collaborate cross-functionally with commercial, technical, alliance, and operations teams to ensure customer and partner experience excellence.
•Represent Supermicro at partner events, industry conferences, executive briefings, and alliance meetings to strengthen ecosystem engagement and market visibility.
Requirements
•10+ years in enterprise business development, strategic alliances, or infrastructure sales across servers, storage, AI/HPC, cloud, or edge, with a proven record of new-logo acquisition, partner-led pipeline creation, and design-in selling.
•Ability to collaborate across technology partners, GSIs, OEM/channel teams, sales, solutions engineering, product, and executive stakeholders to build joint value propositions, align go-to-market motions, and drive shared account plans.
•Proven ability to originate and manage complex, multi-stakeholder enterprise pursuits spanning IT, line-of-business leaders, procurement, security, finance, and partner ecosystems, while advancing opportunities from early engagement through executive alignment, proposal, and close.
Conditions
No conditions stated in the posting.
