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Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra

Why Partner Leaders Must Master the AI Landscape to Win Hyperscaler Partnerships with Alan Chhabra

Revenue Builders vor 2 Monaten

Alan Chhabra explains how Cerebras navigated the technical and political realities of working with AWS, why successful partner leaders need more than relationships, and how sovereignty is changing infrastructure, model selection, and cloud decisions. He a

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AI partnerships are no longer won by managing a channel or
securing a marketplace listing. Leaders must understand how
countries, power, cooling, chip fabrication, hyperscalers, model
providers, software companies, and enterprise risk fit together
before they can build an effective partner strategy. Returning to
Revenue Builders, Alan Chhabra explains how Cerebras navigated
the technical and political realities of working with AWS, why
successful partner leaders need more than relationships, and how
sovereignty is changing infrastructure, model selection, and
cloud decisions. He also examines why software companies are
moving aggressively on AI while traditional enterprises remain
more cautious.

Alan Chhabra is the Executive Vice President of Worldwide
Partnerships at Cerebras Systems, where he leads global partner
expansion across hyperscalers and the broader AI ecosystem. He
previously spent nearly a decade building MongoDB’s global
partner network and held senior leadership roles at BMC Software.

Connect with Alan:

LinkedIn

Other Revenue Builders episodes with Alan:

The Ideal Partnership with Alan Chhabra

Key takeaways from this episode:

00:00 - Why the infrastructure behind AI may matter more than
the applications built on top of it.

12:26 - What the shift from data to AI changes about how
partner leaders map the market.

16:06 - Why understanding the full AI stack is a prerequisite
for building the right partnerships.

27:48 - A look inside what it really takes to navigate the
politics of a hyperscaler partnership.

36:00 - The four capabilities CEOs should test before hiring
an AI partner leader.

48:34 - What leaders often overlook about the role of
sovereignty in shaping AI infrastructure decisions.

56:25 - Why software companies and traditional enterprises
are moving at very different speeds on AI adoption.

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

Connect with Us:

LinkedIn

YouTube

Force Management