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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Global Frontier Alliances Lead - **Company:** SoftwareOne, Inc. - **Location:** United States (Remote available) - **Experience:** Expert - **Salary:** $220,000.0 - $250,000.0 - **Contract:** Permanent contract - **Skills:** Artificial Intelligence, Software as a Service, Cloud Computing, Global Distribution Systems, Software Asset Management, Enterprise Software Applications, Large Language Models, Virtual Agents - **Published:** September 20, 2026 - **Apply:** https://www.indeed.com/viewjob?jk=3a42e83d642362ae ## About the Role * 8-10+ years of experience in strategic alliances, partnerships, channel, or business development, with proven success building a greenfield partnership, practice, or revenue motion. * Demonstrated quota-carrying or revenue ownership experience, including the ability to personally influence and close strategic enterprise deals. * Strong understanding of cloud, SaaS, enterprise technology, or AI ecosystems, including partner tiering, co-sell, certification, and marketplace or deal-registration motions. * Proven ability to create structure in ambiguity by standing up processes, governance, reporting, enablement, and operating rhythms in a fast-moving environment. * Executive presence and credibility with senior internal stakeholders and partner leadership, including C-suite, business development, and alliance decision-makers. * Ability to work globally across time zones and travel domestically or internationally as needed. Nice to haves * Existing senior relationships within Anthropic's and/or OpenAI's partnerships, business development, or alliances organizations - preferred, not required. * Experience with AI-specific commercial models - token-based pricing and FinOps, Agentic AI delivery, or LLM procurement. * Background in IT/software asset management (SAM), cloud distribution, or managed services businesses. * Prior experience operating as "employee #1" for a new practice, product line, or geography inside a larger organization. ## Description SoftwareOne is scaling from a trusted software and cloud partner into the global distribution and delivery engine for frontier AI. Anthropic and OpenAI are building the most capable AI models in the world - but neither has global reach, delivery depth, nor enterprise trust that SoftwareOne has built across 80,000+ customers in 70+ countries. We're creating this role to close that gap. This is a build role, not a maintain role. There is no existing team, no established playbook, and no inherited partner-management motion for this mandate. You will define the strategy, stand up the certification and delivery infrastructure, build the sales motion, and personally carry both relationships - while building the case to grow a founding team as the practice earns the right to scale. Role & Responsibilities * Define and execute the strategy to achieve top tier/preferred partner status with Anthropic and OpenAI by January 2027. * Build the foundational alliance infrastructure from the ground up, including certification plans, co-sell governance, deal registration, partner reporting, and internal operating rhythms. * Launch the go-to-market and revenue motion across resale/distribution, advisory, implementation, and managed services; personally help secure early anchor deals to prove the model. * Serve as SoftwareOne's primary relationship owner with Anthropic and OpenAI, representing the company in senior partnership, business development, and tier-review discussions. * Coordinate globally across sales, marketing, Cloud, Data & AI, Managed Services, Finance, and regional teams to ensure delivery readiness keeps pace with commercial commitments. * Provide clear executive and board-ready updates on progress, risks, milestones, revenue impact, and resourcing needs. * Build the business case, budget, and hiring plan for a future Frontier Alliances team as the practice reaches its initial milestones. * Must be able to work across time zones to support global (EMEA, APAC, LATAM) alliance and delivery teams. * Regular domestic and international travel expected, including to partner headquarters and regional SoftwareOne offices. Travel up 40%, The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons. Success Criteria * Anthropic Claude Partner Network: Preferred Partner tier achieved by January 2027, including engineer certification, joint customer registration, and published customer story requirements. * OpenAI: equivalent top-tier / preferred partner designation achieved by January 2027. * A founding revenue motion launched and generating attributable pipeline within Year One, against targets finalized with Finance. * Delivery and certification readiness established across regions outside North America within the first 12 months. Organizational Alignment * Reports directly to the Global Alliances Leader, a member of SoftwareOne's Executive Board. * Dotted line reporting to the Regional President of the America's, also a member of SoftwareOne's Executive Board. * Individual contributor role at launch; expected to build and lead a founding team as the practice scales, subject to milestone achievement and budget approval. ## Related Videos - [AI-Enabled Organisations: From Strategy to Practice](https://www.wearedevelopers.com/videos/100171-ai-enabled-organisations-from-strategy-to-practice) - [Guiding Agentic AI with Vue](https://www.wearedevelopers.com/videos/2033-guiding-agentic-ai-with-vue) - [Green Cloud Computing](https://www.wearedevelopers.com/videos/592-green-cloud-computing) - [Beyond the Hype: Building Trustworthy and Reliable LLM Applications with Guardrails](https://www.wearedevelopers.com/videos/1594-beyond-the-hype-building-trustworthy-and-reliable-llm-applications-with-guardrails) - [AI in Leadership: How Technology is Reshaping Executive Roles](https://www.wearedevelopers.com/videos/1705-ai-in-leadership-how-technology-is-reshaping-executive-roles) - [The Agentic Enterprise: Orchestrating People, AI, and European Sovereignty](https://www.wearedevelopers.com/videos/100273-the-agentic-enterprise-orchestrating-people-ai-and-european-sovereignty) ## Related Articles - [Navigating the AI Shift](https://www.wearedevelopers.com/magazine/629-navigating-the-ai-shift) - [Stephan Gillich - Bringing AI Everywhere](https://www.wearedevelopers.com/magazine/489-stephan-gillich-bringing-ai-everywhere) - [What is Agentic Programming and Why Should Developers Care?](https://www.wearedevelopers.com/magazine/625-what-is-agentic-programming-and-why-should-developers-care) - [MLOps And AI Driven Development](https://www.wearedevelopers.com/magazine/82-mlops-and-ai-driven-development) - [Got AI ideas but no money? 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