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
As Senior Technical Partner Manager, you are the technical owner of Armada's most important partner relationships across the full stack — from silicon and hardware OEMs (NVIDIA, Dell, HPE, Supermicro, Intel, AMD) to hyperscalers and ISVs (AWS, Azure, GCP, Databricks, and the AI/ML ecosystem). You translate between Armada engineering and our partners' engineering, product, and field teams; you design the joint solutions, reference architectures, and enablement assets that make our partners successful selling, deploying, and supporting Armada; and you build the operational rails that let those relationships scale as we grow.
You will be the person a partner CTO calls when they need to understand how Armada fits, and the person an Armada PM calls when a partner's roadmap is about to change the shape of ours. You will hold your own in a deep technical conversation with engineers and just as comfortably in a commercial conversation with a partner's alliance team, channel chief, or procurement lead.
Location. This role is remote-based.
What You'll Do (Key Responsibilities)
Own the technical relationship
- Serve as the primary technical point of contact for a portfolio of strategic partners spanning hardware OEMs, silicon vendors, hyperscalers, and ISVs.
- Act as Armada's technical voice with partner engineering and product organizations; act as the partner's technical voice inside Armada.
- Build trusted relationships with partner CTOs, chief architects, solution architects, and alliance leaders.
Design joint solutions and reference architectures
- Lead the design of joint reference architectures, integrations, and co-engineered solutions that combine Armada's edge platform with partner hardware, software, and cloud services.
- Partner with Armada product and engineering to prioritize integration work; partner with partner engineering to land it on both roadmaps.
- Run hands-on technical validation — PoCs, bake-offs, interop testing — and translate results into clear, decision-ready narratives for both sides.
Build processes that scale in parallel to execution
- Design the operating system for technical partnerships at Armada: intake, qualification, technical deep-dives, architecture reviews, enablement, escalation paths, QBRs, and exit criteria.
- Stand up repeatable enablement: partner technical training, certification paths, architecture guides, demo environments, and reference deployments.
- Instrument the program with metrics that matter — integration velocity, joint pipeline sourced and influenced, time-to-first-deployment, partner NPS, certified-SE headcount — and iterate the process against them.
Translate complexity, teach, and evangelize
- Explain the Armada platform — hardware, orchestration, networking, security model, AI/ML stack — simply and accurately to audiences ranging from a partner's CFO to their kernel engineer.
- Build the teaching materials, whiteboards, and talk tracks that let partners sell and support Armada without needing you in the room.
- Represent Armada at partner events, technical councils, webinars, and joint customer engagements.
Bridge technical and commercial
- Shape the commercial contours of partnerships — joint GTM, solution SKUs, services attach, co-sell motions — in lockstep with Armada's alliances, sales, product, and finance leaders.
- Negotiate technical terms in partnership agreements: integration scope, roadmap commitments, interop SLAs, support handoffs, IP boundaries.
- Drive joint pipeline and unblock deals where the hard question is technical, architectural, or operational.
Required Qualifications
- 8–12+ years of experience in technical partner management, partner solutions architecture, alliances engineering, or a closely related hybrid technical/commercial role at an infrastructure, cloud, OEM, or deep-tech company.
- Strong technical literacy across infrastructure — both software and hardware. You can credibly discuss server and networking hardware, GPUs and accelerators, virtualization and containers, Kubernetes, Linux, storage, observability, networking (including private 5G, SD-WAN, and satellite), identity and security, and modern AI/ML inference and data pipelines.
- A track record of balancing speed and precision and knowing which of the two matters more in each moment.
- Proven ability to design and stand-up processes that scale in parallel to execution — not after it. You build the rails while running the train.
- A gift for explaining complexity simply and teaching complex concepts. You adjust altitude naturally: zoom into a packet trace with a partner engineer, then zoom out to a one-slide architecture for an EVP.
- Comfort holding your own in a technical conversation with engineers — and equal comfort in commercial conversations with partner alliance, channel, and procurement teams.
- Experience driving joint reference architectures, co-engineered solutions, or technical certifications with major ecosystem partners (examples: NVIDIA, Dell, HPE, Supermicro, Intel, AMD, Cisco, AWS, Azure, GCP, Databricks, VMware, Red Hat).
- Strong written communication — you can produce a reference architecture, a technical FAQ, and a tight exec memo in the same week.
- Willingness to travel ~25–40% to partner sites, customer deployments, and industry events.
Preferred Experience and Skills
- Hands-on background as a solutions architect, systems engineer, field engineer, or infrastructure engineer earlier in your career.
- Edge, telco, defense, energy, maritime, or other non-traditional cloud environments in your resume.
- Experience operating inside or across partner programs at Dell, Microsoft, Cisco, NVIDIA, AWS, or a comparable company.
- AI/ML inference at the edge, MLOps, or model deployment experience.
- Comfort with regulated, air-gapped, or sovereign environments.
- Technical certifications (e.g., CCIE, AWS/Azure/GCP Solutions Architect, NVIDIA
Compensation
For U.S. Based candidates: To ensure fairness and transparency, the starting base salary range 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
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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.
