Channel & Alliances Account Manager

As a Channel & Alliances Account Manager at Lambda, you will be accountable for managing and fostering relationships with over 15 active channel partners such as ISVs and VARs. Your key responsibilities will include driving partner-sourced pipelines, selling through partners to meet revenue goals, conducting quarterly business reviews, and collaborating on joint go-to-market strategies. Ultimately, you'll play a vital role in expanding Lambda's partnership network and ensuring our strategic alliances are aligned with the company's growth objectives.

To excel as a Channel & Alliances Account Manager at Lambda, candidates should have 3-6 years of experience in channel sales or partnerships within the tech or SaaS industries. Ideally, you should be familiar with cloud providers and AI ecosystems. Strong communication and presentation skills are essential, as well as the ability to thrive in a fast-paced environment. Proven experience in building strategic relationships and managing a partner-sourced pipeline is crucial for success in this role.

The work environment for the Channel & Alliances Account Manager position at Lambda is dynamic and startup-driven. You'll be part of a dedicated team that values collaboration, innovation, and adaptability. Expect to engage with various departments, including sales, marketing, and engineering, to align partner priorities. The San Francisco office culture encourages teamwork and allows for a flexible work schedule, with Tuesdays currently designated as a work-from-home day.

The salary range for the Channel & Alliances Account Manager position at Lambda is between $145,000 and $200,000 annually, including an on-target earnings (OTE) component. However, this range can be adjusted based on the candidate's qualifications and experience. Lambda is committed to offering competitive compensation packages, including cash and equity, reflecting the growing demand for their innovative AI solutions.

As a Channel & Alliances Account Manager at Lambda, you will enjoy a range of benefits designed to support your well-being and work-life balance. These include comprehensive health, dental, and vision coverage for you and your dependents, a flexible paid time off plan, commuter stipends, and a 401k plan with a company match. Additionally, you will be part of a growing team that values diverse experiences and backgrounds, contributing to a vibrant workplace culture.

When answering this question, provide specific examples of past partnerships you've managed, focusing on your approach to building relationships and achieving mutual goals. Highlight your ability to drive revenue through effective communication and collaboration with partners.

Discuss your time management strategies, such as using tools or processes that help prioritize tasks based on impact and urgency. Emphasize your ability to adapt and shift focus as necessary, ensuring that all partners feel valued and supported.

Share your proven methods for increasing partner-sourced revenue, such as co-sales strategies, marketing initiatives, or joint account planning. Include metrics or outcomes that demonstrate your success in these efforts.

Outline your collaborative approach to developing a go-to-market strategy, emphasizing open communication and understanding each partner's strengths. Detail how you would assess the market, target key customers, and execute the strategy over time.

Reflect on the importance of quarterly business reviews (QBRs) as a tool for assessing performance, recalibrating goals, and strengthening partnerships. Emphasize how you would prepare, present insights, and act on feedback from these meetings.

Select a specific instance of a challenging partnership scenario and outline your problem-solving approach. Discuss how you communicated with the partner, addressed their concerns, and ultimately reached a resolution that benefited both parties.

Research Lambda and its mission in the AI computing market. Be prepared to discuss its achievements, technological offerings, and unique value proposition. Show your enthusiasm for being part of a company that is making significant strides in AI computing.

Share your strategies for staying informed about industry trends, such as subscribing to relevant publications, attending conferences, or participating in online forums. Highlight your passion for continuous learning and its importance in a fast-evolving field like AI.

Discuss your views on trust, open communication, and alignment of goals. Explain how actively engaging with partners and creating mutually beneficial arrangements fosters long-lasting relationships.

Express your genuine interest in joining Lambda and how your skills align with the company's mission. Highlight your enthusiasm for contributing to an innovative company dedicated to advancing AI and the opportunity for professional growth.