Global Partner Manager – Frontier Operations – India

About the Role

We are seeking a highly experienced, commercially aggressive Global Partner Manager to serve as the procurement authority and strategic sourcing engine for our massive distributed workforce. You will be responsible for fueling the global operations by building, optimizing, and managing our global network of resource partners.

You will act as the absolute owner of all external commercial agreements, rate negotiations, and vendor RFPs. This role requires a unique combination of strategic foresight to build a global talent ecosystem, the operational agility to pivot with fast-moving project demands, and the rigorous discipline to strictly enforce commercial boundaries across the organization.

Core Responsibilities

Commercials & Contract Ownership

• Absolute Commercial Authority: Act as the sole owner of all external commercial negotiations. You will enforce strict internal boundaries to ensure Operations and Program teams remain focused on delivery, keeping them completely removed from rate discussions and contracting.

• Aggressive Rate Negotiation: Drive hard, sustainable rate negotiations across all domains and global geographies. Lock in rates that remain valid for 3+ years, incorporating strategic Economic Cost Adjustments (ECA) to ensure long-term cost stability.

• SOW & MSA Management: Draft, negotiate, finalize, and enforce all Master Services Agreements (MSAs) and Statements of Work (SOWs) with our partner network.

End-to-End RFP Management & Execution

• RFP Leadership: Lead the creation, distribution, and rigorous evaluation of RFPs across the global network. Analyze proposals to ensure technical capabilities, cultural fit, and commercial scoring are transparent and aligned with project needs.

• Requirement Gathering: Partner closely with internal Operations and Program Management teams to translate upcoming project scopes and complex technical requirements into executable vendor sourcing strategies.

• Rapid Down-Selection: Drive a highly efficient evaluation process to quickly identify the best-fit partners for complex, fast-moving AI data projects.

Partner 360, Sourcing & Ecosystem Intelligence

• Ecosystem Visibility: Develop, own, and maintain a centralized “Partner 360” ecosystem—the single source of truth for all active partners, supported domains, language capabilities, geographic footprints, and expert headcount/capacity.

• Global Expansion: Continuously identify, vet, and onboard new partners across critical global geographies (e.g., SEA, IND, USA, EU) and technical domains to ensure we always have scalable capacity.

• Tiering & Preferred Partners: Establish and manage a “Preferred Partner” program. Segment partners by capability, historical performance, and operational agility to streamline future vendor selection.

Strategic Alignment & Cross-Functional Collaboration

• Frontier Ops Support: Act as a strategic collaborator for the Frontier Ops teams, proactively surfacing new capabilities from the partner community to unlock unprecedented opportunities and revenue streams.

• Cross-Platform Integration: Serve as the integration point for feedback from Operations, Talent Acquisition, and Product teams, consolidating vendor performance and quality metrics into actionable vendor scorecards.

What We’re Looking For

• Experience: 5+ years of experience in global procurement, strategic sourcing, or vendor management, specifically handling complex BPO, staffing, or outsourced operational partnerships.

• Master Negotiator: Proven track record of securing highly favorable commercial terms. You know how to drive a hard bargain while maintaining strong, mutually beneficial long-term partner relationships.

• Process Discipline: You are comfortable establishing firm rules of engagement. You have the backbone to tell internal teams to step back from commercial discussions and trust your process.

• Agility & Speed: You understand that in the AI space, speed is a feature. You are adept at cutting through procurement red tape to move at the speed of a hyper-growth startup.

• Risk & Compliance Acumen: Deep understanding of global labor laws, data privacy standards, and vendor compliance frameworks to protect the business.

The Reality of the Role

We believe in absolute transparency about how success is measured in this role. You will be expected to drive:

• Cost Efficiency: Achieve and maintain a 10%+ reduction in blended partner rates through strategic rate cards, continuous market testing, and rigorous RFP negotiations.

Solutions Architect – Frontier Operations – India

About the Role

We are seeking a deeply technical, commercially minded Solutions Architect to serve as the technical tip of the spear in our go-to-market motion.You are the strategist who designs the blueprint and wins the deal.

You will partner directly with leading AI labs to understand their cutting-edge model training needs, translating complex technical requirements into scalable, executable solutions. You will be responsible for expanding our capabilities, leading technical sales conversations, and ensuring we not only win high-stakes deals but set our delivery teams up for absolute success.

Core Responsibilities

Pre-Sales & Deal Execution

• Technical Sales Leadership: Act as the primary technical expert in client-facing pitches. Partner with the Sales team to uncover client needs, navigate complex technical objections, and close enterprise deals.

• Solution Design: Architect end-to-end data pipelines and human-in-the-loop (HITL) workflows tailored to specific AI models (e.g., RLHF, multimodal data generation, red-teaming).

• RFx Management: Own the technical response strategy for RFPs, RFIs, and security questionnaires. Craft compelling, highly detailed, and accurate technical proposals under tight deadlines.

• Pitch & Collateral Creation: Design highly polished pitch decks, architectural diagrams, and case studies that clearly articulate our value proposition and technical superiority to AI researchers and engineering leaders.

Capability Research & Innovation

• R&D / Frontier Tech: Constantly research the bleeding edge of AI (e.g., agentic workflows, complex reasoning models, synthetic data).

• Design New Offerings: Translate industry trends into actionable new business capabilities. Work out how we can source, tool, and operationalize new types of data collection before our clients even ask for it.

• Proof of Concepts (PoCs): Build and oversee small-scale pilot programs to prove out new capabilities, demonstrating viability to clients before scaling up.

Cross-Functional Alignment

• The Handoff: Ensure a seamless, airtight transition from the sales cycle (what we promised) to the Project Leaders (what we must execute).

• Product Partnership: Act as the voice of the customer. Aggregate market demands and technical roadblocks, feeding them back to our Product and Engineering teams to influence the platform roadmap.

What We’re Looking For

• Experience (Required): Strictly 5+ years of experience directly in an AI/ML Solutions Architecture, Pre-Sales Engineering, or highly technical client-facing role. You must have a proven track record of selling and scoping complex AI or data operations solutions.

• Technical Fluency: Deep, practical understanding of modern AI paradigms (LLMs, Generative AI, Computer Vision, RLHF). You need to hold your own in a room full of PhD-level AI researchers.

• Commercial Acumen: You possess the “sales gene.” You know how to read a room, tie technical features to business outcomes, and drive revenue.

• Exceptional Communicator: You are equally adept at whiteboarding complex system architectures, writing flawless RFP responses, and delivering charismatic pitch presentations.

• Builder’s Mindset: You are not just selling off a menu; you are designing the menu. You enjoy building new capabilities from scratch.

The Reality of the Role

We believe in absolute transparency about what it takes to succeed here:

• The Stakes: You will be scoping deals worth millions of dollars. Your architectures must be grounded in operational reality, if you sell a solution that breaks physics, our delivery team will fail.

• The Pace: The AI landscape changes weekly. You will frequently be asked to design solutions for model-training techniques that didn’t exist six months ago.

• The Balance: This is a hybrid role requiring intense context-switching. You might spend the morning writing a technical RFP, the afternoon pitching a top-tier AI lab, and the evening testing a new prompt-engineering capability.

Growth Path

• Solutions Architects who consistently drive revenue and pioneer new capabilities can advance to Principal Solutions Architect roles, handling our largest strategic accounts, or transition into Head of Solutions, managing teams of SAs across global markets.