Director, AI Ecosystem Partnerships – AI Factories

Role Overview

• External ecosystem management
• Own relationships with strategic technology partners including Dell, Cisco, NVIDIA, Red Hat, Mistral AI, Alexara AI, SiPearl and emerging sovereign AI vendors
• Coordinate joint account planning sessions with partners, targeting 5 to 8 mutual accounts per country to generate qualified pipeline opportunities
• Negotiate and manage partner commitments including co-investment, co-selling, technical resources and reference support for major pursuits
• Track partner pipeline contributions, conversion rates and ROI to inform ecosystem investment decisions
• Ensure partner technical resources are engaged early in opportunity qualification and solution design
• Manage partner MOU execution and ongoing compliance with partnership terms
• Identify and onboard new ecosystem partners to address capability gaps or market requirements (for example, European content compliance for EuroHPC)
• Internal ecosystem coordination
• Serve as primary liaison between AI Factories team and internal practice groups: Cloud and Security, Data and AI, Tech Hub, Infrastructure Services
• Coordinate internal resource allocation for major pursuits, ensuring appropriate skills are available when needed
• Facilitate cross-practice collaboration on complex, multi-domain opportunities
• Maintain internal stakeholder relationships to ensure AI Factories priorities are understood and supported
• Work with regional sales teams to identify and qualify AI Factories opportunities in their accounts
• Coordinate with bid management and legal teams on partner-related contract terms and consortium arrangements
• Alliance activation and AI Factories championship
• Partner with existing alliance managers and specialists to position AI Factories within broader partner relationships
• Champion the AI Factories proposition across all partner interactions, ensuring consistent messaging and value articulation
• Coordinate partner participation in customer events, demonstrations and proof-of-concept activities at the Munich Innovation Centre
• Support EuroHPC and sovereign AI pursuits with partner evidence, references and technical validation
• Ensure EU content compliance requirements are addressed through appropriate European supplier partnerships
• Drive joint marketing activities and thought leadership with strategic partners
• Represent AI Factories at partner events, industry conferences and ecosystem forums
• Governance and reporting
• Maintain ecosystem partnership tracker with status, commitments and outcomes for all active relationships
• Provide regular reporting on partner contribution to pipeline, wins and strategic initiatives
• Escalate partnership risks or blockers to AI Factories leadership with recommended actions
• Participate in weekly AI Factories leadership meetings and monthly partner review sessions

Requirements

• Minimum 8 years in technology partnership management, alliance development or ecosystem coordination roles
• Proven track record of managing relationships with major technology vendors (experience with Dell, Cisco, NVIDIA or similar preferred)
• Experience coordinating complex, multi-stakeholder initiatives across organisational boundaries
• Background in enterprise infrastructure, cloud or AI/ML markets
• Demonstrated ability to influence without direct authority across partner organisations and internal teams
• Experience supporting large deal pursuits or public sector procurements
• Strong relationship management and stakeholder engagement capabilities
• Commercial acumen with ability to structure and negotiate partnership terms
• Excellent communication skills for executive-level partner and internal stakeholder interactions
• Project coordination skills to manage multiple parallel partner engagements
• Strategic thinking to identify ecosystem opportunities and optimisation potential
• Attention to detail for tracking commitments, timelines and deliverables

Tech Stack

• Cloud

Benefits

• Competitive salary
• Flexible working hours
• Professional development budget
• Home office setup allowance
• Global team events