Strategic Alliances Director (AI)

Location: Palo Alto, US

Base salary: $185,000–$200,000 USD annually, depending on experience and qualifications, plus an additional MBO bonus scheme.

Company

Data management company providing a logical data integration, management, and delivery platform for self-service BI, data science, hybrid and multi-cloud integration, and enterprise data services.

What you will do

• Research, identify, evaluate, and establish strategic partnerships across the AI ecosystem, including agentic AI platforms, cloud hyperscalers, ISVs, and AI platform providers.
• Develop joint value propositions, business plans, integration strategies, co-build initiatives, co-marketing programs, and co-sell motions with defined KPIs and timelines.
• Coordinate with product management and engineering to deliver differentiated joint solutions with seamless interoperability.
• Lead partner outreach, executive alignment, negotiations, partnership agreements, partner-seller enablement, field training, and joint customer engagements.
• Secure MDF, incentives, and other partner resources, and represent the organization at industry events, conferences, and partner briefings.
• Track partner plans, roadmap milestones, marketing impact, co-sell pipeline, influenced and sourced revenue, engagement activity, risks, and corrective actions.

Requirements

• BS/BA degree or higher.
• 7+ years of experience in strategic alliances or partner management within data, analytics, cloud, or AI ecosystems.
• Proven ability to drive co-build, co-GTM, and co-sell results with measurable revenue impact.
• Strong network and experience collaborating with cloud hyperscalers, ISVs, and AI platform partners across technical, sales, and executive levels.
• Excellent communication, negotiation, and interpersonal skills, with the ability to influence without direct authority.
• Data-driven mindset and experience tracking KPIs such as pipeline generation and influenced or sourced revenue.
• Demonstrated success planning and executing joint GTM and partner-led programs.
• Experience working with sales teams, pipelines, and opportunity mapping.
• Highly collaborative, self-directed, and comfortable in a fast-paced, dynamic environment.
• Willingness to travel up to approximately 35%.

Culture & Benefits

• International organization with teams across four continents.
• Support for professional growth.
• Equal opportunity employment and reasonable accommodation for employees with protected disabilities.