Principal AI Partner Manager (VAR/GSI)

At Penguin Solutions (Nasdaq: PENG) - The AI Factory Platform Company - we're building a team of innovators who thrive on collaboration, creativity, and the opportunity to help shape the future of AI. As part of the AI technology revolution, our teams design, build, deploy, and manage AI factories for enterprises, sovereign AI initiatives, and neocloud providers worldwide.

Headquartered in Silicon Valley, California, Penguin Solutions operates globally through a network of R&D, manufacturing, and sales locations. For nearly three decades, we have operated at the intersection of memory and AI/HPC infrastructure. That engineering expertise positions us to power the next generation of AI workloads, from training to inference and agentic AI at scale.

Penguin Solutions brings together differentiated infrastructure software, advanced memory, compute systems, end-to-end services, and industry-leading partner solutions in a full-stack AI factory platform designed to help customers deploy and scale AI workloads with speed and precision.

At Penguin Solutions, we value ideas over hierarchy and believe in servant leadership, where leaders enable teams to do their best work. We empower employees to take ownership, drive innovation, and grow through challenging work, continuous learning, and exposure to advanced AI tools and technologies. With flexibility where it matters and a strong focus on outcomes, Penguin Solutions is a place to do your best work, grow your career, and make a meaningful impact.

Job Overview

The Penguin Solutions Partner team builds and manages strategic relationships with key partners, as it relates to executing AI Factory Platform Strategy. This role 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. Having a strong entrepreneurial drive, an ability to work independently and cross functionally, and possessing a passionate winning attitude is critical to being successful in this position.

Responsibilities

• Define and execute Penguin Solutions' strategic alliance and ecosystem strategy in support of AI Factory Platform growth.
• Own executive relationships with key global partners, engaging C-suite and senior leaders to drive long-term business value.
• Develop and lead Joint Business Plans (JBPs) that deliver measurable revenue, pipeline growth, and market expansion.
• Identify and create new partnership opportunities that enhance competitive differentiation and accelerate growth.
• Influence executive stakeholders across Sales, Product, Engineering, Services, and Marketing to align priorities and execution.
• Drive partner-led and partner-influenced revenue through scalable co-sell motions, programs, and strategic initiatives.
• Lead complex partnership negotiations, governance processes, and executive business reviews.
• Shape solution innovation by collaborating with partners and internal teams to develop differentiated AI offerings.
• Build scalable frameworks, playbooks, and best practices for strategic alliance management.
• Represent Penguin Solutions as an industry thought leader at executive forums, customer engagements, and industry events.

Qualifications

• 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.

Location

This is a remote position in the United States.

Travel

Less than 10%

Compensation & Benefits

The total cash compensation range that the Company reasonably expects to pay for this position in the United States is $267,000 - $330,000; the pay ultimately offered may vary based on business considerations, including job-related knowledge, skills, experience, and education. The position is commission-eligible, and there are medical, dental, and vision benefits available. There is a 401k saving plan and other benefits, such as Paid Time Off, Life Insurance, and an Employee Assistance Plan.

Inclusion & Belonging Statement

We are committed to creating an inclusive environment that embraces differences and fosters belonging for all.

Equal Opportunity Statement

We are an Affirmative Action/Equal Opportunity Employer and strongly committed to all policies which will afford equal opportunity employment to all qualified persons without regard to age, national origin, race, ethnicity, creed, gender, disability, veteran status, or any other characteristic protected by law.