{"id":1229658,"url":"https://alion.io/job/coreweave-principal-gtm-solution-specialist","title":"Principal, GTM Solution Specialist","company":{"id":7348,"name":"CoreWeave","domain":"coreweave.com","url":"https://alion.io/company/coreweave","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":80,"open_postings":70,"ghost_share":0,"stale_share":0.786,"repost_share":0,"time_to_fill_p50_days":57,"computed_at":"2026-10-15T05:46:00Z"}},"role":"Solutions","role_family":"Solutions","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["New York, United States","San Francisco, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":198000,"max":264000,"currency":"USD","period":"year","gross":null,"usd_annual":264000},"salary_estimate":null,"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"CoreWeave","optional":false},{"name":"InfiniBand","optional":false},{"name":"Kubernetes","optional":false},{"name":"Outlook","optional":false},{"name":"SLI/SLO/SLA","optional":false}],"status":"live","first_seen_at":"2026-08-18T13:30:34Z","employer_posted_date":"2026-10-12","last_verified_at":"2026-10-15T07:19:14Z","board_verified":true,"closed_at":null,"days_open":57,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":57},"description":"CoreWeave is The Essential Cloud for AI™. Built for pioneers by pioneers, CoreWeave delivers a platform of technology, tools, and teams that enables innovators to build and scale AI with confidence. Trusted by leading AI labs, startups, and global enterprises, CoreWeave combines superior infrastructure performance with deep technical expertise to accelerate breakthroughs and turn compute into capability. Founded in 2017, CoreWeave became a publicly traded company (Nasdaq: CRWV) in March 2025. Learn more at www.coreweave.com.\nWhat You'll Do:\nCoreWeave Omni is CoreWeave delivered as a service: a fully managed CoreWeave region deployed in a customer's or partner's data center, where the customer owns the physical assets and CoreWeave runs the cloud. It brings CoreWeave's control plane, managed services, and operational excellence to customers whose ownership preferences, tax incentives, regulatory obligations, or sovereignty requirements mean the infrastructure must live in their own or a partner's facility. As a GTM Solution Specialist for Omni, you are the market-maker for this offering: you identify the enterprises, partners, and sovereign programs where Omni unlocks adoption, drive the first wins, and establish the qualification frameworks, deal structures, and playbooks the broader sales and solution architecture organization uses to scale it. You turn what you learn in the field into direct input on the Omni roadmap.\nAbout the role: As a GTM Solution Specialist for Omni, you operate at the front edge of CoreWeave's newest go-to-market motion. Your job is to create the motion, not just run it: you take Omni into accounts where asset ownership, data residency, and in-country delivery are becoming infrastructure-defining decisions, prove its value with the earliest large-scale customers, and build the repeatable patterns the rest of the field uses to win. Omni deals are large, long-term, and bespoke, and you own the judgment calls that make them work: qualifying which opportunities fit the model, structuring asset-lite economics that create durable value for both sides, and aligning engineering, operations, legal, and finance behind commitments CoreWeave can deliver. You are the field's voice into engineering, translating what early customers need around sovereignty, residency, and partner delivery models into the priorities that shape the Omni roadmap.\nIn this role, you will:\nOwn the commercial and technical strategy for net new Omni wins, where asset ownership, data sovereignty, regulatory requirements, or in-country delivery are the primary buying triggers.\nDrive and rigorously qualify new business opportunities with enterprises, partners, and sovereign AI programs that need CoreWeave's production-grade AI cloud delivered in their own or a partner's facility, at large scale and over multi-year terms.\nBuild deep expertise in the Omni delivery model: what CoreWeave operates (the control plane, fleet lifecycle management, managed services, observability, and support) versus what the customer owns (the data center, power, and physical assets), and how alignment with CoreWeave's hardware and operational standards shapes deal feasibility and timelines.\nTranslate customer requirements around data residency, sovereign controls, billing separation, and identity federation into specific product feedback that shapes the Omni roadmap.\nDevelop deal structures for asset-lite economics, including services engagements, platform licensing, long-term capacity commitments, and partner resell frameworks spanning direct, pass-through, and indirect delivery models.\nEngage directly with C-suite, infrastructure, and data center leadership as the authoritative voice on what it takes to run a production-grade AI cloud region in a customer facility, from hardware standards and deployment through day-2 operations and support.\nDesign the commercial framework for multi-year Omni engagements, including deployment milestones, SLA structures, and capacity ramps, that de-risk delivery for CoreWeave while meeting customer commitments.\nPartner with product, engineering, operations, legal, and finance to evaluate each opportunity against Omni's decision framework: minimizing upfront investment and operational complexity while maximizing revenue confidence and long-term margin.\nWho You Are:\n10+ years of experience in cloud infrastructure, data center services, or enterprise technology business development, with a track record of structuring and closing large, complex deals.\n5+ years working on hybrid, on-premises, or distributed cloud offerings (AWS Outposts, Azure Local, Google Distributed Cloud, OCI Dedicated Region, or equivalent) in a customer-facing or deal-shaping capacity.\nDeep understanding of data center economics, including power, land, construction, and capex versus opex tradeoffs, and how ownership preferences, tax incentives, and regulation drive infrastructure decisions.\nWorking knowledge of sovereign cloud, data residency, and regulated-industry requirements, and how engineering controls, legal frameworks, and contractual structures combine to meet them.\nProven experience managing the full commercial lifecycle of complex technical deals exceeding $10M in contract value and multi-year terms, including multi-stakeholder negotiation, technical due diligence, and deployment planning.\nTechnical fluency across the components of a managed cloud region, including bare-metal GPU compute, high-performance networking, storage, Kubernetes, observability, and identity, sufficient to credibly explain what CoreWeave delivers and what it requires of a facility.\nDemonstrated ability to build trusted relationships with executives, infrastructure leaders, and partners across enterprises, service providers, and government-adjacent programs.\nPreferred:\nExperience at a hyperscaler or cloud provider bringing a dedicated, distributed, or sovereign cloud offering to market, from first customers through repeatable motion.\nBackground in partner and channel models, including resell economics, metering and billing separation, and white-label or partner-branded service delivery.\nFamiliarity with large-scale AI infrastructure (GPU clusters, InfiniBand or RoCE fabrics, data center design) and the operational model behind fleet lifecycle management at scale.\nAdvanced degree in Business, Computer Science, or Engineering, or equivalent experience with a demonstrated ability to operate at the intersection of technical architecture, commercial strategy, and operational delivery.\nWondering if you're a good fit?\nWondering if you're a good fit? We believe in investing in our people, and value candidates who can bring their own diversified experiences to our teams, even if you aren't a 100% skill or experience match. Here are a few qualities we've found compatible with our team. If some of this describes you, we'd love to talk.\nYou love creating a market from scratch: you are energized by taking a brand-new offering into accounts nobody has a playbook for, and turning the first bespoke wins into a repeatable motion.\nYou love acting as the bridge: between a customer's facility and sovereignty ambitions and the engineering, operational, and financial machinery it takes to run a cloud region there, and you hold both sides accountable.\nYou are an expert at navigating \"The Room\": you have a proven ability to manage complex, multi-stakeholder negotiations spanning executives, data center teams, legal, finance, and regulators without losing momentum, clarity, or trust.\nWhy CoreWeave?\nAt CoreWeave, we work hard, have fun, and move fast! We're in an exciting stage of hyper-growth that you will not want to miss out on. We're not afraid of a little chaos, and we're constantly learning. Our team cares deeply about how we build our product and how we work together, which is represented through our core values:\nBe Curious at Your Core\nAct Like an Owner\nEmpower Employees\nDeliver Best-in-Class Client Experiences\nAchieve More Together\nWe support and encourage an entrepreneurial outlook and independent thinking. We foster an environment that encourages collaboration and enables the development of innovative solutions to complex problems. As we get set for takeoff, the organization's growth opportunities are constantly expanding. You will be surrounded by some of the best talent in the industry, who will want to learn from you, too. Come join us!\nThe base salary range for this role is $198,000 to $264,000. The starting salary will be determined based on job-related knowledge, skills, experience, and market location. We strive for both market alignment and internal equity when determining compensation. In addition to base salary, our total rewards package includes a discretionary bonus, equity awards, and a comprehensive benefits program (all based on eligibility).\nWhat We Offer\nThe range we’ve posted represents the typical compensation range for this role. To determine actual compensation, we review the market rate for each candidate which can include a variety of factors. These include qualifications, experience, interview performance, and location.\nIn addition to a competitive salary, we offer a variety of benefits to support your needs. The benefits below reflect our US-based offerings for full-time employees; for roles in other locations, benefits vary and are shared during the hiring process. These include:\nMedical, dental, and vision insurance - 100% paid for by CoreWeave\nCompany-paid Life Insurance \nVoluntary supplemental life insurance \nShort and long-term disability insurance \nFlexible Spending Account\nHealth Savings Account\nTuition Reimbursement \nAbility to Participate in Employee Stock Purchase Program (ESPP)\nMental Wellness Benefits through Spring Health \nFamily-Forming support provided by Carrot\nPaid Parental Leave \nFlexible, full-service childcare support with Kinside\n401(k) with a generous employer match\nFlexible PTO\nCatered lunch each day in our office and data center locations\nA casual work environment\nA work culture focused on innovative disruption\nCalifornia Applicants\nCalifornia Consumer Privacy Act \nEqual Opportunity & Accommodations\nCoreWeave is an equal opportunity employer, committed to fostering an inclusive and supportive workplace. All qualified applicants and candidates will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information.\nAs part of this commitment and consistent with the Americans with Disabilities Act (ADA), CoreWeave will ensure that qualified applicants and candidates with disabilities are provided reasonable accommodations for the hiring process, unless such accommodation would cause an undue hardship. If reasonable accommodation is needed, please contact: .\nExport Control Compliance\nThis position requires access to export controlled information. To conform to U.S. Government export regulations applicable to that information, applicant must either be (A) a U.S. person, defined as a (i) U.S. citizen or national, (ii) U.S. lawful permanent resident (green card holder), (iii) refugee under 8 U.S.C. § 1157, or (iv) asylee under 8 U.S.C. § 1158, (B) eligible to access the export controlled information without a required export authorization, or (C) eligible and reasonably likely to obtain the required export authorization from the applicable U.S. government agency. 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