Principal AI Partner Manager (VAR/GSI)

Role Overview

The Principal AI Partner Manager will be instrumental in developing and maintaining strategic relationships with leading AI hardware, software, and service providers. This person will work collaboratively with sales, product management, and marketing to develop flexible and scalable programs for growing our customer base.

What You Will Do

Responsibilities include defining and executing Penguin Solutions’ strategic alliance and ecosystem strategy in support of AI Factory Platform growth, owning executive relationships with key global partners, and driving partner-led and partner-influenced revenue through scalable co-sell motions, programs, and strategic initiatives.

Why It Might Be a Fit

The ideal candidate will have 15+ years of experience in strategic alliances, business development, partnerships, ecosystem leadership, or related executive-facing roles, with a proven track record developing and scaling partnerships that drive significant revenue growth and strategic business impact.

Requirements

• 15+ years of experience in strategic alliances, business development, partnerships, ecosystem leadership, or related executive-facing roles
• Proven track record developing and scaling partnerships that drive significant revenue growth and strategic business impact
• Experience working with AI, cloud, HPC, data infrastructure, or enterprise technology ecosystems
• Demonstrated ability to influence senior executives and lead complex cross-functional initiatives in global organizations
• Strong business and financial acumen, including experience with revenue planning, forecasting, and business strategy
• Exceptional executive communication, negotiation, and relationship-building skills
• Ability to navigate ambiguity, drive organizational alignment, and deliver results through influence rather than direct authority

Benefits

• Medical benefits
• Dental benefits
• Vision benefits
• 401k saving plan
• Paid Time Off
• Life Insurance
• Employee Assistance Plan