Technical Alliances Lead

Job Description

Job Description

Technical Alliances Lead

Operant AI | Full-Time | Hybrid Set-up in the SF Bay Area

Operant AI is the industry's most comprehensive real-time security platform for AI, Agents, and MCP. Recognized across six Gartner critical AI security reports — including AI TRiSM, MCP Gateways, API Protection, and Securing Custom-Built AI Agents — Operant is the category-defining company protecting the agentic AI era. Our platform delivers real-time discovery, detection, and defense across the full AI stack: LLM APIs, MCP servers and clients, autonomous agents, and the APIs they depend on.

Founded by former Apple, VMware, and Google executives and backed by Felicis and SineWave Ventures, we're a fast-moving team on a mission to make AI innovation safe at scale.

We're looking for a Director of Technical Alliances to own and scale our strategic partnerships with leading AI infrastructure providers — including Cerebras, Nutanix, Tenstorrent , and others we'll build together. This is a senior, high-impact role sitting at the intersection of technical depth and business development, designed for someone who can walk into a partner's engineering team in the morning and present a joint go-to-market strategy to their VP of Partnerships in the afternoon.

You'll be the primary relationship owner and technical authority for our most important infrastructure partnerships — driving integration strategy, enabling joint customer success, and building the connective tissue between Operant AI and the ecosystems we depend on and strengthen.

Partnership Strategy & Executive Engagement

• Own the end-to-end relationship with key AI infrastructure partners, including executive alignment, business planning, and QBRs
• Develop and execute joint go-to-market strategies that drive measurable pipeline and revenue for both Operant AI and our partners
• Establish Operant AI as the preferred security and observability partner across AI compute and cloud infrastructure ecosystems
• Identify and prioritize new strategic alliance opportunities as the AI infrastructure landscape evolves

Technical Leadership & Integration Oversight

• Define the technical integration vision and roadmap for each partner relationship, working closely with Operant AI's engineering and product teams
• Serve as a hands-on technical authority in partner conversations — capable of diving deep into AI inference infrastructure, runtime environments, orchestration layers, and security integration points
• Oversee the end-to-end execution of joint integrations from architecture through production readiness, ensuring quality, reliability, and mutual value
• Translate complex technical requirements between partner engineering teams and Operant AI's internal stakeholders

Joint Customer & Revenue Development

• Drive co-sell and co-solution motions with partner field and sales teams to source and close shared customer opportunities
• Act as a trusted technical advisor to joint customers evaluating or deploying Operant AI on partner infrastructure
• Build joint solution briefs, reference architectures, and enablement materials that equip partner teams to position Operant AI effectively
• Track and report on partner-influenced pipeline, integration adoption, and customer outcomes

Ecosystem Building

• Represent Operant AI at partner events, technical summits, and industry conferences
• Champion partner needs internally — providing feedback loops to product and engineering that shape Operant AI's roadmap
• Build and maintain strong relationships across partner organizations at the technical, field, and executive levels

Experience

• 8+ years in technical alliances, partner engineering, sales engineering, or a combination thereof — ideally within AI, cloud infrastructure, or enterprise software
• Demonstrated experience managing strategic technology partnerships with hardware or infrastructure providers (AI accelerators, cloud platforms, hyperconverged infrastructure, or similar)
• Track record of driving partner-sourced or partner-influenced revenue and building scalable co-sell motions
• Experience working with or alongside AI infrastructure platforms (e.g., AI compute, inference serving, data center fabric) strongly preferred

Technical Depth

• Strong working knowledge of AI/ML infrastructure — including inference hardware, distributed compute, containerized workloads, and Kubernetes-based orchestration
• Ability to engage credibly with partner engineering teams on integration design, API architecture, and security considerations
• Experience with enterprise security, observability, or runtime platforms is a significant plus
• Comfort reading and discussing technical documentation, architecture diagrams, and integration specs

Business & Leadership Skills

• Exceptional executive presence — able to build trust and drive alignment with C-suite and VP-level contacts at partner organizations
• Strong commercial instincts with the ability to structure joint business plans, negotiate partnership terms, and align incentives across organizations
• Highly collaborative — skilled at influencing without authority across internal engineering, product, marketing, and sales teams
• Excellent written and verbal communication; able to distill complex technical and business concepts for any audience

• Own a greenfield : You'll shape how Operant AI builds its partner ecosystem from the ground up, with room to define the playbook
• Work with the best : Cerebras, Nutanix, and Tenstorrent are building the compute infrastructure that will power the next decade of AI — you'll be at that table
• Real technical weight : This isn't a badge-collecting alliance role — you'll drive integration strategy and have the technical credibility to back it up
• Mission that matters : AI security and observability is one of the most important unsolved problems in enterprise AI. Operant AI is solving it.

Operant AI is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive environment for all employees.