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.
Job description provided by Clera.
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