Technical Alliances Lead, Operant AI
Security visibility & runtime controls
Open for applications
Security visibility & runtime controls
21-100 employees
Open for applications
21-100 employees
Company mission
Operant AI's mission is to secure the modern world.
Role
Who you are
- 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
- 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
- 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
What the job involves
- 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
- 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
- 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
- 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
- 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
Our take
Operant AI is focused on making cloud applications more secure. It offers a platform that protects applications while they're running, instead of just checking for security issues before deployment. This means it can defend against attacks in real-time.
This solution is particularly useful for businesses using modern cloud-native technologies like containers, APIs and microservices. Operant AI can be integrated throughout the development process, making it easier for companies to protect their apps without changing how they build them.
With substantial funding secured, the company is growing its team and expanding its product suite, positioning it to become a key player in the fast-growing market for cloud application security. A recent focus of the company has been on producing security to protect the ever-growing number of AI agents that are used in enterprise apps, APIs and data stores.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2024
$10m
SERIES A
Apr 2023
$3m
SEED
Total funding: $13m
Company benefits
- Remote-first
- Generous PTO
- Great Culture
- Amazing Benefits
- Career Growth
- Life Long Learning
Company HQ
SoMa, San Francisco, CA
Leadership
Vrajesh B.
(CEO & Co-founder)Previously worked at Scaled Inference as a Director of Business Development and Director of Product. Prior to that, they worked at Arm in multiple Senior roles and also have experience in Engineering roles at Qualcomm and Apple.
Priyanka Tembey
(CTO & Co-founder)Experienced as a Staff Engineer at Juniper Networks, VMware and Qualcomm.
Ashley Roof
(COO & Co-founder)Previously the CMO at Transposit. They also founded DigiMarketeer where they served as the Principal Consultant for 6 years. Prior to that, they worked in Senior Marketing roles at Yahoo and Art.
Salary benchmarks
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