Director of Partner Marketing

Description

The company builds reliable AI systems for high-stakes decisions. Its marketing team generates pipeline and brand across enterprise, public sector, and frontier AI businesses, working alongside Sales, Partnerships, Product, and Engineering.

This role owns partner-sourced pipeline from marketing. You will turn relationships with CSPs, hyperscalers, and other strategic partners into qualified opportunities that sales accepts and closes. The Partnerships team owns the commercial relationships, and you will help them generate revenue by mapping accounts with partner field teams, building co-sell plays, and getting the company in front of buyers those partners already work with.

The partner channel is a major growth lever for the company, and this role grows with it. This is a new function, so you will build it from zero. You will report to the VP of Marketing and carry a pipeline target. The ideal person has done this inside or alongside a hyperscaler or channel partner, understands how partner field organizations operate, and can earn access quickly in their first weeks.

The company's products supply the high-quality data and full-stack technology behind leading models, and help enterprises and governments build, deploy, and oversee AI applications. Customers include Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. The team is growing to speed up AI application development.

Responsibilities

• Own partner-sourced lead pipeline targets and report progress weekly.
• Run co-sell motions with AWS, Google Cloud, and Microsoft field teams, including account mapping, target-account plans, and joint pursuits in priority verticals.
• Generate demand efficiently through partner programs such as listings, private offers, co-sell programs, partner funding, and joint account-based campaigns and events.
• Build relationships with partner marketing, alliance, and field sales leaders so they position the company as a solution their sellers can bring to customers.
• Work with Partner GTM leadership and Ops on lead handoff, acceptance criteria, and follow-up to convert partner-sourced opportunities.
• Divide partner marketing budget based on measurable pipeline results, funding programs that yield qualified opportunities and cutting those that do not.
• Partner with Product Marketing to package joint offerings for vertical buyers.
• Brief executives, including the CEO, on channel performance and where to invest next.

Requirements

• Ideally, you have:
• 10+ years in partner marketing, alliances, or channel roles in B2B enterprise technology, including time inside a hyperscaler partner organization (AWS, Google Cloud, or Microsoft) or owning a hyperscaler relationship at an ISV.
• A record of carrying lead and pipeline numbers from partner channels, with a clear account of how that pipeline was sourced.
• Working knowledge of hyperscaler co-sell, marketplace, and partner funding programs, plus relationships with the people who run them.
• Good judgment about where spending creates pipeline, and the discipline to favor targeted account work over large sponsorships when the evidence supports it.
• Strong executive presence and clear writing, able to hold your own with partner VPs and the company's leadership team.
• Comfortable building a function with a lean team and taking high ownership.
• Nice to haves:
• Experience marketing AI, data, or ML infrastructure products.
• Experience co-selling into regulated industries such as financial services, insurance, or healthcare.

Conditions

Equal opportunity employer: employment decisions are made without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity, or Veteran status.

The company complies with the U.S. Department of Labor's Pay Transparency provision.

Candidates not selected may be reconsidered for the same role only after a 90-day waiting period.