Strategic Alliances Manager

This role is under Immediate Hiring.

Working at Thinking Machines

Thinking Machines is a technology consultancy building AI & data platforms to solve high-impact problems for our clients. Our vision is a future where data-driven decision-making is a norm and where AI is used to support humans in making excellent decisions. To do that, we create data cultures, one organization at a time.

We’re a company made up of intellectually curious, civic-minded, forever-learning individuals. We believe that great data science products are built with care for people and that the best way to drive inclusive innovation is to start with a diverse team.

Our field of work is incredibly dynamic, so we want to work with people who are committed to growing with us. We want to hire people who can demonstrate an ability to learn, then provide personalized coaching, growth opportunities, and a great working environment to get them to world-class.

Role Description

Thinking Machines has established strategic technology partnerships with AWS, Microsoft, Google Cloud, Databricks, and other ecosystem partners. As our business grows, expands into new markets, and broadens our AI offerings, we believe these alliances can become an increasingly important source of revenue, lead generation, customer acquisition, technical enablement, marketplace growth, and partner funding.

We are looking for someone to own and grow this strategic capability.

Unlike a traditional Partnerships Manager, whose primary responsibility is maintaining partner relationships, the Strategic Alliances Manager is responsible for maximizing the business value of our technology alliances. This role sits at the intersection of business strategy, ecosystem development, program management, and operational and commercial execution.

The Strategic Alliances Manager will develop alliance strategies, navigate complex partner programs, unlock funding and go-to-market opportunities, coordinate cross-functional initiatives, and advise leadership on where partnership investments will generate the greatest return. Over time, this role is expected to evolve into a strategic advisor to leadership on ecosystem strategy—helping the company decide which alliances to deepen, which partner programs to pursue, and how partnerships can accelerate Thinking Machines' long-term growth.

Success Definition

Success in this role is measured not by the number of partner meetings held, but by the measurable commercial value created through our technology ecosystem.

This includes:

• Increasing partner-generated and partner-influenced opportunities
• Unlocking funding and incentives from technology partners
• Improving our partnership tier and competencies where there is a clear business case
• Strengthening our go-to-market motion with ecosystem partners
• Building scalable internal processes for managing partnerships

Key Responsibilities

1. Alliance Strategy & Business Planning: Develop the strategy for our cloud and (non-Open AI) AI partnerships.

• Evaluate existing partnerships and recommend where to invest.
• Build business cases for advancing partnership tiers, competencies and certifications.
• Monitor partner program changes and identify new opportunities.
• Develop annual and quarterly partnership roadmaps.
• Advise leadership on expected costs, benefits and ROI.

2. Alliance Program Management: Own the operational execution of partner programs.

• Maintain AWS, Microsoft and Google partner portals.
• Coordinate certifications and competencies.
• Manage funding applications.
• Ensure compliance with partner requirements.
• Maintain partnership scorecards.
• Coordinate Marketplace onboarding.
• Track renewal and submission deadlines.

3. Cross-functional Leadership: Coordinate initiatives that require collaboration across the company.

• Customer case studies
• Architecture documentation
• Technical validations
• Marketing assets
• Customer references
• Funding documentation

This role does not directly manage these teams. Success depends on influence, communication, and project management rather than formal authority.

4. External Alliance Management: Develop productive relationships with strategic partners and represent Thinking Machines within each partner ecosystem.

This could include:

• Partner Development Managers
• Marketplace teams
• Co-sell managers
• Technology partner marketing teams
• Executive relationship management

5. Commercial Growth: Translate partnerships into measurable business outcomes.

Examples include:

• Joint GTM initiatives
• Marketplace opportunities
• Partner-sourced pipeline
• Partner funding
• Co-sell opportunities
• Regional expansion opportunities
• New service offerings enabled through partnerships

Requirements

• 5+ years of demonstrated experience in strategic partnership development, alliances management, and related roles
• Strategic Thinking - Can evaluate investment decisions, prioritize initiatives and build business cases.
• Strong Commercial Acumen - Understands how partnerships translate into revenue, funding and long-term business value.
• Cross-functional Leadership - Can influence stakeholders (commercial leaders and technologists alike) without formal authority.
• Program Management - Organizes multiple parallel initiatives and keeps them moving.
• Executive Communication and Negotiation Skills - Can communicate clearly with both technical teams and senior leadership. Where appropriate, manages the conversation around value, ROI, and tradeoffs.
• Learning Agility - Comfortable learning complex partner programs, documentation and evolving requirements.
• Attention to Detail - Ensures compliance with technical and administrative requirements.

Benefits

We offer the following compensation and benefits:

• Competitive salary — the compensation amount is positively correlated with the difficulty of the job, relevant experience, fit, and skill factors.
• Hybrid Set-Up — Hybrid-remote means employees are required to come in an average of one day per week for client engagements and internal in-person days intended for collaboration, socials, and strategic planning.
• Individual professional development budget — an annual budget for conferences, training courses, books, and software is available to sharpen your skills and build new ones to help you grow in your role.
• Full health benefits — generous health insurance package upon hiring, with options to include dependents.
• Apprenticeship and yearly performance reviews with the leadership team to discuss career and personal goals, job progress and any questions and concerns.