C3 AI is seeking a strategic, results-oriented
Vice President of Alliances to lead and scale the company's global partner ecosystem and accelerate Enterprise AI adoption with the world's largest organizations.
As the Vice President of Alliances, you will own the end-to-end strategy, execution, and performance of C3 AI's most strategic partnerships, including hyperscalers, global systems integrators, and key ISVs. You will define the global alliances vision, negotiate and operationalize multi-year strategic agreements, and lead a high-performing global team responsible for joint go-to-market execution, co-sell pipeline, partner-sourced revenue, and field activation.
This role requires deep executive engagement across C3 AI, partner organizations, and enterprise customers. You will regularly work with C-suite stakeholders, represent C3 AI at major industry events, and travel frequently to partner and customer locations.
Responsibilities:- Own and execute C3 AI's global alliance strategy across hyperscalers, global systems integrators, and strategic ISVs, aligning partner investments with corporate, product, and revenue priorities.
- Serve as executive sponsor for C3 AI's most strategic partner relationships, driving executive alignment, joint account planning, quarterly business reviews, and annual go-to-market plans.
- Negotiate, execute, and manage multi-year Strategic Collaboration Agreements and equivalent partnership constructs with leading hyperscalers.
- Build and scale a global co-sell motion that generates significant partner-sourced and partner-influenced pipeline across priority industries and geographies.
- Drive partner-sourced and partner-influenced revenue, co-sell deal volume, marketplace transactions, certifications, and other key alliance performance metrics.
- Partner with global systems integrators to accelerate Enterprise AI deployments, particularly in regulated and complex enterprise environments.
- Launch and scale marketplace and ISV co-build programs that create new routes to market for C3 AI Applications and C3 Generative AI.
- Lead, develop, and scale a high-performing global alliances organization, including Senior Directors, Directors, and Partner Managers across regions.
- Quarterback strategic enterprise opportunities in partnership with C3 AI and partner sales teams, helping architect differentiated solutions that deliver measurable customer value.
- Direct alliance-aligned marketing programs, executive events, customer references, analyst engagements, and industry-facing initiatives in collaboration with Marketing and Communications.
- Maintain a rigorous operating cadence with Partner Development Managers, Industry General Managers, go-to-market specialists, and partner executive leadership.
- Partner cross-functionally with Product, Engineering, Technical Field, Legal, Finance, and Sales teams on demos, technical validation, reference architectures, marketplace listings, and integration roadmaps.
- Identify, evaluate, and onboard new strategic partners as the ecosystem evolves.
- Report alliance strategy, performance, pipeline, revenue contribution, and key operating metrics to C3 AI's executive team and board.
- Represent C3 AI at the most senior levels with partner executives, customers, industry analysts, and major industry forums.
Qualifications- Bachelor's degree required; MBA or advanced technical degree strongly preferred.
- 10+ years of progressive experience in partnerships, alliances, business development, or enterprise cloud sales.
- 5+ years of experience leading and scaling global alliance teams in a SaaS, cloud, or enterprise technology environment.
- Deep, hands-on understanding of the hyperscaler partner ecosystem, including AWS, Microsoft, and Google Cloud.
- Strong knowledge of co-sell motions, cloud marketplaces, partner programs, certifications, operating cadences, and field engagement models.
- Proven track record of building and scaling cloud alliances, ideally under a Strategic Collaboration Agreement or equivalent construct.
- Demonstrated success generating substantial partner-sourced and partner-influenced pipeline and revenue.
- Experience building, developing, and retaining high-performing, globally distributed alliance teams.
- Exceptional executive presence and communication skills, with the ability to influence C-level stakeholders across C3 AI, partner organizations, and customers.
- Strong commercial, analytical, and operating instincts, with the ability to translate strategy into measurable plans and drive accountability.
- Proven ability to lead cross-functionally across Sales, Marketing, Product, Engineering, Legal, and Finance to deliver complex, large-scale partner outcomes.
Preferred Qualifications- Experience working at or with multiple hyperscalers, including AWS, Microsoft, and Google Cloud, at global scale.
- Background in enterprise AI, machine learning, agentic AI, or generative AI software.
- Experience leading systems integrator and ISV alliances, including relationships with Big Four firms, global systems integrators, or leading vertical specialists.
- Experience negotiating and managing complex multi-million to multi-hundred-million-dollar partner agreements and joint pipeline commitments.
- Experience operating in a public-company environment, including board-level reporting on partner KPIs.
Candidates must be authorized to work in the United States without the need for current or future company sponsorship.C3 AI provides excellent benefits, a competitive compensation package and generous equity plan.
California Base Pay Range
$275,000-$400,000 USD
