Head of Partnerships - Azure EMEA

📋 Description

• • Anyscale is at the forefront of democratizing distributed computing, empowering developers of all skill levels to harness the power of scalable machine learning. We are commercializing Ray, a highly successful open-source project that is rapidly building an ecosystem of libraries crucial for modern AI applications. Leading companies such as OpenAI, Uber, Spotify, Instacart, and Cruise are already leveraging Ray within their technology stacks to accelerate the deployment of AI solutions into the real world. Our mission with Anyscale is to provide the optimal platform for running Ray, enabling any developer or data scientist to scale their ML applications seamlessly from their laptop to large-scale clusters, without requiring deep expertise in distributed systems.
• • We are seeking a dynamic and experienced Head of Partnerships for Azure EMEA to spearhead the expansion of Anyscale's strategic alliance with Microsoft Azure across the EMEA region and beyond. This pivotal role is responsible for architecting and executing a comprehensive Microsoft Azure strategy, driving significant Microsoft-sourced and Microsoft-influenced revenue growth, and establishing a robust, repeatable, and high-impact alliance model within the enterprise segment. You will be the primary leader and advocate for the Azure relationship in EMEA, instrumental in shaping our joint go-to-market strategies, cultivating influential relationships with executive stakeholders at Microsoft, and ensuring that our partnership with Azure is not only successful but also enduring and mutually beneficial.
• • In this capacity, you will lead the end-to-end customer engagement and execution for all Microsoft-sourced and Microsoft-influenced opportunities within the Azure ecosystem. This involves managing the entire lifecycle of enterprise Azure engagements, from initial contact through proof-of-concept (POC) stages to achieving technical wins, ensuring that all Microsoft-sourced deals are managed with a consistent, repeatable, and highly effective approach across all targeted accounts.
• • You will be adept at orchestrating complex, multi-stakeholder deals, skillfully navigating interactions between Anyscale Account Executives, Field Engineers, and Microsoft Azure sellers. Your leadership will be characterized by high emotional intelligence (EQ) and a proven ability to build and maintain trust among all parties involved, fostering a collaborative environment conducive to successful outcomes.
• • A key aspect of this role involves close cross-functional collaboration with both Microsoft and Anyscale teams to influence strategic outcomes. This includes effectively bringing Microsoft context, leveraging internal Microsoft resources and expertise, and navigating the Microsoft organization to Anyscale's advantage. You will be responsible for aligning Anyscale's value proposition and product positioning with current and future Azure priorities, proactively identifying and removing any friction points that may exist between Anyscale, Microsoft, and the end customer.
• • It is imperative that you operate in lockstep with the assigned Anyscale Enterprise Account Executive on all customer-facing activities, ensuring a unified and coordinated approach to account management and sales execution. You will serve as the primary point of contact for Microsoft Azure sellers, Global Black Belts, and various partner teams, acting as the key liaison to drive joint initiatives and opportunities.
• • Furthermore, you will play a crucial role in the successful handover of accounts to the Anyscale sales team, ensuring they are well-equipped to drive expansion and long-term customer success post-engagement. This role requires a strategic thinker with a strong execution mindset, capable of building and scaling a world-class partnership program.
• • The ideal candidate will possess a deep understanding of the Microsoft Azure cloud platform, including its various programs such as Cloud Solution Provider (CSP) and Azure Marketplace mechanics, as well as an understanding of Microsoft's commercial agreements like MACC (Microsoft Azure Consumption Commitment). Fluency in the language and engagement models prevalent within the Microsoft ecosystem is essential for effective collaboration and negotiation.
• • You will be instrumental in identifying and nurturing new partnership opportunities, developing joint value propositions, and executing co-selling motions that drive mutual growth. This includes building strong relationships with key Microsoft field teams, partner development managers, and solution specialists to ensure Anyscale is a preferred partner for AI and distributed computing solutions on Azure.
• • Success in this role will be measured by the ability to consistently meet and exceed revenue targets derived from Microsoft-sourced and influenced opportunities, the successful expansion of Anyscale's footprint within key enterprise accounts on Azure, and the establishment of a scalable and repeatable partnership framework that can be replicated across other cloud platforms and regions.
• • This is a unique opportunity to shape the future of AI infrastructure partnerships at a rapidly growing company, working with a leading cloud provider and impacting the trajectory of AI adoption globally. You will be a key player in Anyscale's growth story, contributing directly to our mission of making distributed computing accessible to everyone.