Director Strategic Partnerships

You will own two strategic external relationships and be accountable for their direction, operating rhythm, and outcomes. You will develop and execute multi-year partnership strategies that connect business priorities, product roadmaps, and AI strategy with partner initiatives. You will coordinate product, engineering, sales, marketing, and executive stakeholders; translate opportunities into actionable plans; track measurable results; and prepare executive recommendations and briefings.

Responsibilities

• Own and serve as the primary point of contact for one hyperscaler and one major AI lab partnership.
• Develop and execute multi-year partnership strategies and joint plans.
• Build working relationships with partner executives and product, engineering, sales, and marketing stakeholders.
• Run an operating cadence with clear priorities, owners, timelines, coordination points, and follow-through.
• Coordinate cross-functional work across product, engineering, sales, marketing, and executive stakeholders.
• Translate partner opportunities and requests into actionable internal plans.
• Track and communicate partnership outcomes, including pipeline influence, annual recurring revenue impact, integration progress, and joint go-to-market execution.
• Prepare executive recommendations and briefings to drive alignment on investments, trade-offs, and next steps.

Requirements

• Significant experience building and managing strategic partnerships, business development relationships, or alliance programs in enterprise software, cloud, or AI.
• Experience owning both partnership strategy and hands-on execution.
• Written and verbal communication skills for presenting clear recommendations to executives and cross-functional stakeholders.
• Project and program management skills for organizing complex workstreams and managing multiple initiatives.
• Technical fluency in software development, platform integrations, and AI or machine learning.
• Experience working with senior stakeholders on high-visibility initiatives and preparing executive briefings.
• Ability to influence without formal authority and build relationships across internal and external teams.
• Familiarity with the DevSecOps ecosystem.
• Ability to measure partnership impact through business and product outcomes.

Benefits

• Health, financial, and well-being benefits.
• Flexible Paid Time Off.
• Team Member Resource Groups.
• Equity compensation and Employee Stock Purchase Plan.
• Growth and Development Fund.
• Parental Leave.