About the Role
Lead the partnerships ecosystem at an AI company, building a global growth engine beyond direct sales. You will turn partner relationships into a consistent source of enterprise pipeline, proof-of-concept opportunities, and revenue.
What You'll Do
Build and activate a global partnership strategy across systems integrators, hyperscalers, and channel partners.
Develop partner-sourced pipeline through co-selling, joint accounts, and targeted enterprise use cases.
Identify and close strategic partnerships that generate measurable pipeline and revenue.
Create repeatable partner-specific plays aligned with high-impact use cases and technical stakeholder needs.
Hire, lead, and scale a distributed partnerships team, setting its structure, metrics, and performance standards.
Work with Sales, Product, and Revenue Operations to align on pipeline, proof-of-concept opportunities, and partner attribution.
Represent the company in partner and customer meetings and at industry events, with 30% to 40% travel.
What We're Looking For
At least 10 years of experience in partnerships, business development, or indirect go-to-market roles within enterprise software.
A track record of generating pipeline and revenue through partner-led and partner-influenced deals in complex enterprise sales environments.
Experience working across systems integrator, hyperscaler, or channel ecosystems and building repeatable co-sell motions.
Global leadership experience building and scaling high-performing, distributed teams.
Experience creating partnership programs from the ground up in fast-moving, ambiguous environments.
Ability to position complex technical products to CIOs, CTOs, and data and AI stakeholders.
Location
Remote or hybrid, with frequent travel to partner and customer locations. Primary location: United States.