Director, Technology PartnershipsYou will own the relationships that matter most to BlackLine's technical roadmap - Anthropic, OpenAI, Google, AWS, Snowflake, and others - and turn those relationships into joint integrations, co-development agreements, co-marketing opportunities, and roadmap influence. This role sits at the intersection of product strategy, business development, and engineering; you will need fluency in all three.
You'll Get To:Responsibilities- Partner Relationship Management: Own executive and working-level relationships with BlackLine's strategic technology partners - AI providers, cloud hyperscalers, and data platform vendors. Serve as the primary point of contact for partner-initiated opportunities and escalations.
- Integration & Co-Development: Drive joint integration efforts from scoping through GA, working cross-functionally with BlackLine engineering, product, and security teams. Negotiate technical collaboration agreements, including API access, early model access, and data-sharing arrangements.
- Strategic Planning: Develop and maintain a technology partnership strategy aligned to BlackLine priorities - AI-native product development, platform scalability, and enterprise compliance (e.g., FedRAMP). Define success metrics for each partnership and report progress to P&T leadership and ExCo.
- Cross-Functional Collaboration: Partner closely with product management, engineering, and legal to advance partnership commitments through internal governance. Translate partner capabilities into product opportunity briefs for P&T leadership.
- Roadmap Influence: Maintain a clear view of each partner's product roadmap and represent BlackLine's technical requirements and use cases in partner product planning conversations.
- Co-Marketing & Positioning: Coordinate with marketing on co-marketing and analyst-facing narratives tied to partner integrations.
What You'll Bring:- Bachelor's degree in Computer Science, Engineering, Business, or a related field.
- 10+ years in technology partnerships, business development, or technical alliance management.
- Demonstrated experience managing relationships with major AI, cloud, or data platform providers (e.g., AWS, Google Cloud, Snowflake, OpenAI, Anthropic, or similar).
- Track record of negotiating and delivering complex technical integrations or joint solutions - not just signing agreements.
- Experience operating inside a product and engineering organization, or working closely alongside one.
- Strong technical fluency - able to hold a substantive conversation with an engineering team about APIs, architecture, and integration design.
- Excellent executive communication and presence with senior stakeholders, internally and at partner organizations.
- Builder orientation, with comfort operating in ambiguity and the ability to influence cross-functionally without direct authority.
We're Even More Excited If:- MBA or other advanced degree.
- Experience in the enterprise SaaS or FinTech industry.
- A strong network within the AI and cloud technology partner ecosystem.
Salary Range:$193,000.00-$242,000.00
Pay Transparency Statement:Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.
In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.
We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.
