Job description

Role Overview

We are seeking a seasoned partnerships executive to architect and build a worldwide enterprise AI partner ecosystem from the ground up. This is a unique opportunity, distinct from traditional channel management, as you will create and own a multi-channel partner network spanning GSIs, SIs, hyperscalers, and cloud marketplaces with full accountability for partner-driven pipeline and revenue.

About the Company

The company is a fast-growing enterprise AI firm backed by top venture capital. Their platform empowers major organizations to implement bespoke AI solutions to address complex data and operational challenges. Deals are consultative, highly technical, and often scalable up to multi-million dollar contracts.

Key Responsibilities

Design and implement a global partnerships strategy from scratch.
Identify and prioritize the optimal combination of GSIs, SIs, hyperscaler, and marketplace partners.
Develop scalable co-selling frameworks with clear pipeline attribution.
Drive partner relationships into closed customer deals and revenue generation.
Collaborate closely with enterprise sales teams on sophisticated AI opportunities.
Establish partner tiers, incentive programs, enablement, and regular operational cadence.
Engage with senior technology leadership including CIOs, CTOs, Chief Data Officers, and Heads of AI.
Recruit and lead a distributed partnerships team across the US and EMEA regions.
Travel 30-40% for partner and client engagements.

Required Qualifications

Proven track record of founding a multi-channel partner ecosystem rather than managing an inherited one.
Experience working across at least three of the following partner categories: GSIs, SIs, hyperscalers, marketplaces.
Demonstrated ownership of partner-sourced sales pipeline and revenue targets.
Proven success in generating measurable closed enterprise deals via co-selling.
Familiarity with complex AI, data, cloud, or digital transformation solutions.
Experience influencing or supporting enterprise contracts valued in the seven figures.
Expertise in designing partner enablement, incentives, tier structures, and performance metrics.
Comfort operating effectively within startup or high-growth enterprise contexts.
Strong credibility engaging with C-level technical buyers including CIOs and CTOs.
Capability to remain hands-on while scaling a global partnership function.
Authorization to work in the United States without sponsorship.
Willingness to travel 30-40% domestically and internationally.
Typically 8-15 years of relevant experience, though exceptional candidates with fewer years but strong accomplishments will also be considered.

Unsuitable Candidates

Those who have only managed VAR relationships.
Experience limited to a single hyperscaler or partner channel.
Have only maintained established channel programs rather than building from zero.
Unable to quantify partner-driven pipeline or revenue.
Primary background in customer success, product marketing, or direct sales without ecosystem-building expertise.
Experience exclusively in large, mature companies without zero-to-one build experience.
Looking for a ceremonial or minimal hands-on leadership role.

Compensation and Additional Details

Base salary range: $250,000 - $300,000 per year.
On-target earnings (OTE): $450,000 - $500,000 per year including variable pay.
Equity participation included.
Fully remote position for candidates based anywhere in the United States.
Role entails direct collaboration with company founders and executive leadership to shape partnership revenue generation strategies.

VP, Ecosystems - Remote US - $300K Base