Director of Strategic Partnerships & Alliances

We are actively seeking a driven and visionary Director of Strategic Partnerships & Alliances to spearhead our partner initiatives within the dynamic AI infrastructure ecosystem.As we rapidly expand our footprint in the AI landscape, strategic partnerships are pivotal for driving revenue and establishing long-term strategic advantages. Currently, partner rel…

As the Director of Strategic Alliances at rocknroll1, you will play a pivotal role in fostering and enhancing partnerships that drive our growth and innovation. You will be responsible for identifying, negotiating, and managing strategic relationships with key industry players.Your leadership will be instrumental in aligning our business objectives with our partners' goals, ensuring mutual success and value creation.

Join Acumen Solutions as the Director of Strategic Alliances, where you will play a pivotal role in steering our partnership strategies and driving business growth. You will be responsible for identifying new alliance opportunities, fostering relationships with key stakeholders, and ensuring our partnerships align with our strategic vision. Your leadership will be crucial in executing collaborative initiatives that enhance our market presence and create value for our clients.

Join Acumen Solutions as a Director of Strategic Alliances, where you will be at the forefront of fostering and managing key partnerships that drive our growth. In this pivotal role, you will strategize and build relationships with various stakeholders, ensuring alignment with our business objectives and market trends.

About DecagonDecagon stands at the forefront of conversational AI, empowering brands to elevate their customer interactions to a concierge level. Our innovative platform is trusted by industry giants like Avis Budget Group, Block’s Cash App, Square, Chime, Oura Health, and Hunter Douglas, enabling them to create personalized, engaging experiences across voice, chat, email, SMS, and beyond.We envision a future where customer service transcends traditional methods, fostering faster resolutions, richer conversations, and enduring relationships. With backing from top-tier investors such as a16z, Accel, Bain Capital Ventures, Coatue, and Index Ventures, we share a unified vision of excellence in customer engagement.As an in-office company, we thrive on a collaborative spirit, guided by our core values: Just Get It Done, Invent What Customers Want, Winner’s Mindset, and The Polymath Principle.About the TeamOur newly formed Partnerships team is dedicated to driving growth in product offerings, revenue, and ecosystem through strategic technology, solutions, channel, cloud, and AI partnerships. As an integral founding member, you will play a key role in shaping our strategy and executing programs that enhance customer outcomes.About the RoleDecagon is seeking a dynamic Strategic Alliances & Partnerships Lead. In this pivotal role, you will cultivate and manage relationships with leading cloud providers, top generative AI firms, and strategic technology partners. Leveraging your expertise in commercial negotiation, program design, and go-to-market strategies, you will drive impactful outcomes alongside our partners. The ideal candidate will have proven experience in building robust cloud, technology, and AI partnerships within a fast-paced, high-growth environment. Collaborating closely with the Director of Partnerships, your responsibilities will include:Initiating and expanding marketplace and co-sell initiatives within cloud ecosystems.Leading commercial negotiations to foster mutually beneficial agreements and enhance our partner network.Driving growth in partner-sourced SQLs, pipeline, and sustainable revenue across our ecosystem.Establishing alliances with prominent AI and technology firms to co-develop integrations, research initiatives, and joint proof-of-concept projects.Crafting and executing innovative strategies to strengthen our partnership framework.

About the Role: We are seeking a dynamic and strategic Director of Partnerships who will spearhead the development and execution of a robust partnerships strategy aimed at enhancing our go-to-market distribution through our Systems Integrator (SI) and agency ecosystem, as well as key technological alliances. This is a pivotal leadership role at a transformative stage for our company. You will be responsible for shaping the strategy, refining and expanding our partner portfolio, and translating a select number of high-impact initiatives into systematic processes that include clear playbooks, enablement strategies, and measurable outcomes. In collaboration with cross-functional teams, you will leverage partnerships as a powerful catalyst for pipeline growth, deal advancement, implementations, and overall business expansion. Key Responsibilities: Articulate and implement a comprehensive partner strategy with a prioritized portfolio across technology partners and SI and agency partners, including specific de-scoping when necessary. Establish a scalable SI and agency channel program that generates partner-sourced and partner-influenced pipelines, enhancing our capacity for complex deployments. Develop a robust technology and hyperscaler strategy to increase brand awareness and distribution, while enhancing our product offerings through valuable integrations. Operationalize partnership processes from start to finish, including co-selling activities, partner enablement, field workflows, and marketing initiatives in collaboration with Sales and Marketing teams. Craft compelling partner narratives that bolster Hex’s positioning as a leader in AI Analytics, equipping partners to effectively promote and sell alongside Hex. Define a set of roles, key performance indicators (KPIs), and operational rhythms to manage partnerships as a measurable and predictable engine of growth. Assemble and mentor a high-performing team over time, fostering a culture of clear expectations, coaching, and accountability. Act as a cross-functional operator, aligning product roadmaps, go-to-market priorities, and delivery capacities across both internal stakeholders and external partners. About You: You have successfully established partnerships programs that yield measurable business results, beyond mere activity metrics. You demonstrate strong leadership capabilities and possess a history of nurturing high-performing teams. You bring experience in the modern data and analytics landscape and are adept at engaging with technical partners and product audiences. You are results-oriented, adept at making trade-offs, setting clear success metrics, and steering your team towards high-impact endeavors. You have a solid background in SI and agency ecosystems, enabling you to recruit, empower, and scale partners to achieve both pipeline and service objectives. You possess the skills of a program builder, capable of transforming early-stage experiments into established, repeatable processes with incentives and measurable outcomes.

Role Overview Bluefishai seeks a Director of Strategic Partnerships to lead technology partnership efforts during a pivotal growth period. This position focuses on building and managing relationships with AI platforms, enterprise software companies, and channel partners. The Director will help shape how Bluefishai is viewed across the technology and enterprise sectors. Key Responsibilities Initiate, negotiate, and secure complex, high-value partnerships with major technology firms Work closely with the Senior Leadership Team to develop partnership strategies and identify new opportunities Represent Bluefishai in important external meetings and negotiations Balance multiple high-priority projects in an evolving, sometimes ambiguous setting Maintain high standards for all external communications and partnership materials What Sets This Role Apart Direct influence on Bluefishai’s position in the tech and enterprise ecosystem Opportunity to shape partnership strategy at a senior level Collaboration with top leadership on high-impact initiatives Location This role is based in New York or San Francisco, with a hybrid work arrangement.

As the Director of Strategic Partnerships at Descript, you will spearhead our ecosystem strategy, cultivating and expanding relationships that enhance distribution, unlock commercial opportunities, and improve our product offerings via integrations. This role is highly collaborative, integrating business development, product strategy, and co-marketing. Your responsibilities will encompass the full cycle of partnership strategy—from identifying promising opportunities to structuring agreements and ensuring ongoing success and adoption. We seek a candidate with strong product insight, extensive experience in partnerships, and the ability to represent Descript convincingly to senior leaders in technology, AI, and media sectors.

About AirwallexAirwallex stands as the premier unified payments and financial platform designed for global enterprises. With our innovative blend of proprietary infrastructure and software, we empower over 200,000 businesses globally—including industry leaders such as Brex, Rippling, Navan, Qantas, and SHEIN—with comprehensive solutions that streamline everything from business accounts and payments to spend management and treasury functions, all the way to embedded finance on a global scale.Founded in Melbourne, our team comprises over 2,000 of the most talented and visionary professionals in the tech industry, operating across 26 offices worldwide. Valued at a remarkable US$8 billion, we are backed by top-tier investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital. Airwallex is at the forefront of shaping the future of global payments and financial platforms. If you're prepared to embark on the most ambitious journey of your career, we invite you to join us.Attributes We ValueWe seek dynamic builders who possess a founder-like energy and aspire for significant impact, rapid learning, and genuine ownership. You bring a wealth of relevant expertise and insightful thinking, driven by our mission and operating principles. You act swiftly with sound judgment, possess a deep curiosity, and make decisions grounded in first principles, striking a balance between speed and thoroughness.You embody humility and collaboration; transforming innovative concepts into tangible products, and you excel at seeing initiatives through from start to finish. Leveraging AI, you work smarter and solve challenges more efficiently. Here, you will confront complex, high-stakes issues alongside exceptional teammates and elevate your career as we redefine the future of global banking. If this resonates with you, let’s create what’s next together.About the TeamThe Strategic Partnerships team at Airwallex is a synergistic collective of dealmakers and relationship architects, dedicated to cultivating strategic alliances that propel our growth. We draw on our extensive industry expertise and financial insight to identify and nurture mutually beneficial partnerships with leading firms, fintech pioneers, and financial institutions. Together, we envision unlocking opportunities for global enterprises while collaborating closely with internal stakeholders to ensure seamless integrations and maximize value for both Airwallex and our partners.Your RoleAs the Director of Strategic Partnerships, AI, you will be pivotal in steering business growth by identifying, developing, and managing critical partnerships that harness the potential of artificial intelligence to enhance our offerings and drive transformative results.

Join a dynamic team at New Relic, where we are pioneering the future of observability. Our intelligent platform equips organizations to thrive in an AI-driven world, providing them with unmatched insights into their intricate systems. As we grow our global presence, we seek enthusiastic individuals ready to contribute to our mission. If you aspire to help leading companies optimize their digital applications, we encourage you to pursue a career with us!Your OpportunityAs the Director of Strategic Cloud Partnerships, you will spearhead New Relic's strategic alliances with AWS, Microsoft Azure, and Google Cloud. This pivotal role marries business development with intricate commercial negotiations and market strategies. Reporting directly to the VP of Ecosystem and Strategic Partnerships, you will architect these partnerships, ensuring that our cloud infrastructure investments yield strategic advantages, improved margins, and accelerated market growth.Your responsibilities encompass engaging with C-level executives, integrating partner product strategies, and devising frameworks that enhance both New Relic's outcomes and customer value. Collaborating closely with executive leadership across functions, including co-selling and co-marketing initiatives, you will ensure that our strategic engagements with cloud partners align with our objectives in engineering, product, finance, procurement, marketing, sales enablement, and services.What You'll DoStrategic Partner ManagementPartnership Strategy: Develop and refine the strategy for New Relic's success with AWS, Azure, and GCP.Execution Alignment: Act as the primary liaison to cloud partner leadership; lead quarterly business reviews and executive briefings to ensure cohesive alignment.Joint Business Plan and GTM Integration: Oversee the annual global business plans; collaborate with Sales and Marketing to ensure our cloud partnerships drive our co-sell initiatives and market expansion. Lead the creation of joint content, use cases, and success stories.Cross-Functional Leadership: Foster a unified approach across Product, Engineering, and other departments to maximize partnership impact.

About SemgrepSemgrep is a pioneering force in code security, empowering developers to innovate seamlessly. Our platform enables teams to identify, flag, and rectify genuine security issues before deployment, utilizing adaptive security that evolves alongside development processes. Semgrep safeguards code in real time and provides essential guardrails, allowing developers to accelerate their workflow while maintaining security. Designed for creators and endorsed by security professionals, Semgrep integrates effortlessly into development environments, delivering solutions without disrupting productivity and offering security teams unparalleled visibility, control, and assurance. Our intelligent platform reduces false positives through AI that adapts to your context, prioritizing actionable vulnerabilities, as confirmed by 95% of security reviewers across over 6 million findings. Semgrep transforms the quest for zero false positives into reality, allowing AppSec teams to address 80% fewer false alerts across code and supply chain, significantly reducing backlog.Founded in San Francisco and supported by notable venture firms such as Menlo Ventures, Felicis Ventures, Lightspeed Venture Partners, Redpoint Ventures, and Sequoia Capital, Semgrep has been recognized by Gartner in Application Security Testing and is trusted by industry leaders, including Snowflake, Dropbox, and Figma. Discover more at semgrep.dev.About the RoleWe are seeking an innovative and proactive Director of Strategic Technology Partnerships to spearhead the development and implementation of our strategic alliances. This role demands a high-agency problem solver dedicated to eliminating obstacles, fostering relationships with key stakeholders at partner organizations, and aligning partner product and engineering teams with Semgrep's. The ideal candidate will also craft compelling joint value propositions and lead co-marketing initiatives. Some partnerships are established and require further enhancement and scale, while others are in the nascent stages.Location Expectations:This role is expected to be based in our San Francisco office.What You’ll DoCultivate and sustain executive, product, and technical connections with counterparts at partner companies; orchestrate cross-functional collaboration internally across Product, Sales, Marketing, and executive teams.Lead partnership development from initial agreement through integration and launch, ensuring strong collaboration between partner product and engineering teams and Semgrep's.Articulate the joint value proposition and solution narrative; collaboratively establish success metrics with partners and monitor and report on partnership health, achievements, and challenges to the staff team.Collaborate with Marketing on co-marketing initiatives and announcements; establish...

MongoDB is seeking a dynamic and seasoned business development and partnerships leader to propel our vision forward by cultivating and expanding influential partnerships with key AI infrastructure providers. This role encompasses working with hyperscalers, observability platforms, model labs, and diverse technologies that empower developers to create cutting-edge AI applications. Initially, you will spearhead the strategy and execution of technical and go-to-market partnerships with AI-centric platforms such as Vercel, Lovable, and Replit, enabling developers to leverage MongoDB as their backend database for AI and agentic applications. You will be responsible for sourcing and structuring integrations, defining joint value propositions, and driving collaborative sales efforts to position MongoDB as the preferred data layer within the AI ecosystem. This impactful position demands extensive partnership development expertise, strong technical knowledge, and exceptional collaborative skills across various teams and organizations. We invite candidates located in the San Francisco Bay Area to consider this role within our hybrid working model.

About Our TeamAt OpenAI, our Strategic Finance organization plays a crucial role in providing valuable financial insights and guidance that align with our long-term strategic goals and ambitious growth initiatives. We collaborate across various departments including Product, Partnerships, Engineering, and Go-To-Market (GTM) to optimize resource allocation towards the most impactful opportunities while ensuring sustainable unit economics.The Applications Technology Strategic Finance team works closely with Product to enhance our core offerings and introduce innovative products to the market. We are responsible for leading revenue forecasting and performance management across our product portfolio, encompassing economic margins, pricing strategies, and structuring of partnership deals.About the RoleWe are seeking a Strategic Finance Partnerships Lead to spearhead strategic decision-making within OpenAI's growth and media partnership portfolio. This pivotal role acts as a key financial partner to the Partnerships deal leads and Product owners, focusing on the evaluation, pricing, and structuring of partnerships, while translating partnership opportunities into actionable economic insights and performance management strategies.Reporting to the Head of App Tech Finance, you will engage in hands-on deal evaluations, provide negotiation support, and oversee the partnership portfolio. Your expertise will shape our approach to partnership unit economics, measurement, incrementality, and the integration of partnership performance into forecasting and planning processes.This position is based in San Francisco, CA, operating under a hybrid work model (3 days per week in-office). Relocation assistance is available.Key ResponsibilitiesLead the financial evaluation of growth and media partnerships, modeling revenue, margin, compute costs, and payback periods to facilitate informed decision-making and negotiations.Establish clear economic frameworks and deal parameters (pricing floors, revenue-sharing structures, caps, minimum guarantees, performance-based terms) to safeguard long-term unit economics.Collaborate closely with Product and Partnerships teams to define and assess incrementality, ensuring contract terms align with measurable outcomes.Guide the pricing and structuring of partnership deals from initial strategy development through to final term-sheet negotiations, providing executive-level recommendations and trade-offs.Oversee partnership portfolio performance management: defining core metrics, identifying leading indicators, tracking variances against expectations, and surfacing potential risks and opportunities.Incorporate partnership economics into revenue forecasting and planning cycles in collaboration with the broader finance team.

flex seeks a Director of Strategic Partnerships for New Verticals to drive growth by forging and managing alliances in emerging business areas. This leadership role is based in San Francisco, California. Key responsibilities Identify and assess potential partners that fit flex’s goals for expanding into new verticals. Develop and maintain strong relationships with external organizations to enhance flex’s presence in new markets. Lead negotiations and navigate complex agreements to secure mutually beneficial outcomes. Guide cross-functional teams as they implement partnership strategies. Shape flex’s approach to new markets by contributing to the company’s broader vision for strategic partnerships. Location This role is located in San Francisco, California, United States.

About AirwallexAirwallex stands as the singular unified payments and financial platform designed specifically for global enterprises. Through our innovative blend of proprietary infrastructure and cutting-edge software, we empower over 200,000 businesses worldwide, including industry leaders such as Brex, Rippling, Navan, Qantas, and SHEIN. Our fully integrated solutions encompass everything from business accounts, payments, spend management, treasury services, to embedded finance on a global scale.Founded with pride in Melbourne, our team consists of more than 2,000 of the brightest minds in technology, spread across 26 offices globally. With a valuation of US$8 billion and supported by top-tier investors such as T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is at the forefront of creating the global payments and financial platform of the future. If you are ready to undertake the most ambitious endeavor of your career, we invite you to join us.Attributes We ValueWe seek out exceptional builders with the energy of founders who desire genuine impact, rapid growth, and true ownership. You possess strong relevant expertise and critical thinking skills, motivated by our mission and operating principles. You act swiftly with sound judgment, exhibit deep curiosity, and make decisions grounded in first principles while balancing speed and thoroughness.You are collaborative and humble, capable of transforming zero-to-one ideas into tangible products, and you ensure that objectives are achieved from start to finish. You leverage AI to enhance productivity and expedite problem-solving. Here, you will tackle complex, high-visibility challenges alongside exceptional colleagues and advance your career as we shape the future of global banking. If this resonates with you, let’s create what’s next together.About the TeamThe Strategic Partnerships team at Airwallex is a dynamic group of dealmakers and relationship builders dedicated to forming strategic alliances that propel Airwallex's growth. We utilize our extensive industry expertise and financial insights to identify and cultivate mutually beneficial partnerships with leading companies, fintech trailblazers, and financial institutions. Together, we aim to unlock opportunities for global businesses while collaborating closely with internal stakeholders to ensure seamless integrations and maximize value for both Airwallex and our partners.What You'll DoAs the Director of Strategic Partnerships for the Americas, you will play a pivotal role in driving business growth by identifying, developing, and managing the most critical and complex global partnerships.

Role Overview Veeam Software is hiring a Director of Technology Alliances to strengthen partnerships with top technology companies, including NVIDIA. This remote role is based in the San Francisco Bay Area or elsewhere on the West Coast. What You Will Do Lead strategic alliance efforts, shaping how Veeam collaborates with major technology partners. Work with cross-functional teams to design and launch partnership initiatives that support Veeam’s business goals and technology roadmap. Ensure alliance strategies align with the company’s broader objectives and evolving technology landscape. Promote innovation and teamwork across internal and external stakeholders. Who We’re Looking For Experienced leader with a background in technology alliances or strategic partnerships. Strong strategic thinking and relationship-building skills. Comfortable collaborating across teams to drive joint initiatives. Located in the San Francisco Bay Area or West Coast, with remote work flexibility.

Role overview The Director of Strategic Partnerships for the Content & AI Ecosystem at Cloudflare plays a key role in shaping and carrying out initiatives that connect Cloudflare’s technology with both new and established partners. This hybrid position requires close coordination with internal and external stakeholders to develop partnerships that enhance Cloudflare’s product offerings and expand its reach in the market. What you will do Lead strategic projects that support Cloudflare’s objectives in content delivery and artificial intelligence. Identify, approach, and secure new partnerships that drive business growth. Collaborate across teams to ensure partnerships deliver clear, measurable value for Cloudflare and its partners. Represent Cloudflare in discussions with key organizations in the content and AI industries. Requirements Proven experience building and managing strategic partnerships, preferably within technology, content, or AI ecosystems. Strong ability to build relationships with a range of stakeholders inside and outside the organization. Skill in connecting business strategy with technical innovation.

Join our innovative team at Andromeda as the Head of Partnerships, where you'll be at the forefront of building strategic alliances that drive growth and enhance our market presence. In this pivotal role, you will lead efforts to identify, negotiate, and manage partnerships that align with our mission and objectives.Your expertise in relationship management and strategic thinking will be crucial in establishing sustainable collaborations that benefit both our partners and our company. If you're passionate about fostering connections and driving impactful initiatives, we invite you to apply.

About Sigma Computing Sigma Computing offers an analytics and business intelligence platform built for the cloud. The platform enables business users to analyze and share insights directly from cloud data warehouses, without requiring SQL expertise. Sigma serves major enterprises and is backed by leading investors. Role Overview: Director of Strategic Partnerships The Director of Strategic Partnerships will lead Sigma's alliance with Snowflake, a central partner in the company’s ecosystem. This senior leader will drive co-selling efforts, expand joint business opportunities, and focus on revenue growth through the partnership. This position is based on-site in San Francisco or New York City and reports to the Senior Director of Partnerships. What You Will Do Shape and manage the overall Snowflake partnership strategy, setting priorities, investment areas, and go-to-market plans. Act as the business lead for the Snowflake relationship, holding responsibility for partner-influenced and attributed pipeline and revenue. Design and roll out scalable co-selling programs that drive demand and deliver measurable revenue. Lead joint business planning with Snowflake, including quarterly reviews and strategic assessments. Align Sigma sales teams with Snowflake account teams through training, playbooks, and collaboration on deals. Serve as the main escalation point for Snowflake-related deal strategies, executive connections, and partner conflict resolution. Develop and maintain trusted relationships across Snowflake’s Partner, Sales, and Field Leadership teams, influencing seller behavior during active deals. Lead cross-functional projects with Sales, Marketing, Enablement, and Operations to put partnership strategies into practice. Work with Marketing to run joint campaigns, events, and programs that support co-selling and pipeline goals. Monitor partnership performance metrics and report on results.

Waabi, founded by AI pioneer Raquel Urtasun, stands at the forefront of Physical AI, revolutionizing autonomous transportation. Our cutting-edge technology powers commercial autonomous trucks and robotaxis, and we are proud to be partnered with industry leaders in AI, automotive, logistics, and deep tech.With offices in Toronto, San Francisco, Dallas, and Pittsburgh, Waabi is rapidly expanding and seeking diverse, innovative, and collaborative candidates eager to make a positive impact on the world. Discover more about our mission at: www.waabi.aiIn this role, you will...- Develop and implement a comprehensive automotive and partnership strategy that aligns with Waabi's strategic goals.- Serve as a key business liaison between Waabi and OEM partners, leading negotiations and fostering relationships.- Collaborate cross-functionally with engineering, product, finance, and legal teams to negotiate new deals and ensure successful execution of existing contracts.- Cultivate and enhance strong partnerships that drive Waabi's business objectives forward.- Structure and negotiate partnership agreements that include mutually beneficial incentives and well-balanced terms.- Assess and maintain partner engagement by fostering trusted relationships, while gaining insight into their priorities and challenges.- Effectively communicate business and product requirements with technical stakeholders, ensuring alignment with Waabi’s overarching strategy and objectives.