Principal, GTM Solution Specialist

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. What You'll Do: CoreWeave 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. About 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. In this role, you will: • Own 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. • Drive 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. • Build 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. • Translate customer requirements around data residency, sovereign controls, billing separation, and identity federation into specific product feedback that shapes the Omni roadmap. • Develop 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. • Engage 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. • Design 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. • Partner 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. Who You Are: • 10+ 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. • 5+ 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. • Deep 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. • Working knowledge of sovereign cloud, data residency, and regulated-industry requirements, and how engineering controls, legal frameworks, and contractual structures combine to meet them. • Proven 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. • Technical 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. • Demonstrated ability to build trusted relationships with executives, infrastructure leaders, and partners across enterprises, service providers, and government-adjacent programs. Preferred: • Experience at a hyperscaler or cloud provider bringing a dedicated, distributed, or sovereign cloud offering to market, from