Founding Strategic Partnerships Lead, Cloud and Alliances (AI Startup)

A fast-growing AI startup is looking for a founding hire to build its partner ecosystem from nothing. Working side by side with the founding team, this person will turn alliances with integrators, cloud providers and technology companies into a lasting growth channel.

Scope

• Define the ecosystem strategy: how the company works with systems integrators, global SIs, cloud platforms, technology firms and other strategic allies
• Own a partner framework that can scale and land the first few flagship integrator and consultancy partners, including household-name firms
• Collaborate across product, marketing, sales and the executive team to make partnerships a source of growth over time
• Build and deepen relationships with cloud providers’ partner programs and with key companies in AI, cloud computing and business software
• Run enterprise deals that originate with partners or are sold jointly, from the first conversation until signature, frequently traveling to customer and partner locations
• Shape the design of partner programs, how the function operates and partner training, so partners generate more pipeline and revenue

Profile

• Five to ten years in strategic partnerships at B2B SaaS companies, with direct quota-carrying and closing experience
• Background working with cloud platforms, global integrators or other strategic technology companies
• Credibility and executive presence in front of C-level enterprise buyers
• A plus: Series A startup, large technology company or Big Four consulting experience

On-site in the South Bay Area (Silicon Valley). Visa transfers and new sponsorships considered.