Vice President of Partnerships, H2O.ai
North America
Travel required 30%
Office located in Mountain View, CA
Open-source AI cloud platform
Be an early applicant
Open-source AI cloud platform
201-500 employees
Be an early applicant
Travel required 30%
Office located in Mountain View, CA
201-500 employees
Company mission
To democratize AI for everyone.
Role
Who you are
- Travel required 30%
- Bachelor’s Degree or equivalent
- Minimum of 10 years of sales channel program and channel operations experience
- Proven experience scaling a partnership organization from early-stage (low millions in sourced/co-sell ARR) to a mature revenue engine driving multi-millions in sourced and influenced ARR
- Experience building partner ecosystems for startups - this is a hands-on builder role
- Strong background in Cloud/SaaS channel programs
- Strong Channel Sales Operations experience or similar sales operations experience / skills
- Demonstrated experience working with indirect routes to market for VARs, Distributors and MSSP, partnerships and alliance programs
- Ability to present partner program overview to new partners, eld sellers and assist in onboarding new partners
- Experience with channel programs and tools
- Demonstrated ability to work independently and proactively under pressure, leading several projects simultaneously with minimal direction
- Ability to work optimally and collaboratively in a distributed team environment
- Demonstrated negotiation, verbal and written communication skills. Basic understanding of key technologies and markets, competitive forces and trends
- Strong presentation skills
- Excellent interpersonal/customer relations skills
- Strong sense of initiative and detail for channel operations and programs
- Ability to assess complex situations, and provide solutions for operational efficiency and improving partner experience
What the job involves
- We are looking for a dynamic senior leader that thrives in a fast-paced environment who will have an integral role in managing and growing our partner relationships across the North America partner ecosystem. Our Vice President, Partnerships will drive and execute the creation, positioning and implementation of partner programs and other channel-focused initiatives impacting the overall partner experience and portability in North America
- This position may be based anywhere in the U.S
- Lead and own the strategy development and execution for significant partner relationships
- Drive partner revenue targets by qualifying partner-lead opportunities and drive sales channel focused initiatives
- Own aligning Partner Sales teams with H2O.ai teams
- Present and promote H2O.ai's value proposition and capabilities that enables the partner to build a profitable H2O.ai business
- Prepare channel dashboards and pull data points for sales teams and executive management, with a strong focus on joint pipeline development and tracking
- Collaborate with internal partners to improve the end-to-end partner experience, operationalize program framework & sales processes, & roll out channel offers and incentives
- Work in collaboration with Marketing and regional peers to support the roll out and channel adoption of programs and initiatives globally
- Build, deliver, and maintain program content and collateral (presentations, program guides, bulletins, and communications) by maximizing internal resources
- Work with cross-functional teams to improve partner program processes and resolve partner program issues
- Manage, track and report specific program initiatives
- Develop and maintain H2O’s North America partner policies, processes, and systems (CRM, Salesforce)
- Capture, analyze and report on partner program operational metrics
- Work with cross functional team members to review the partner experience across the partner journey (recruitment, on-boarding, and ramp to revenue process) to drive strong partner loyalty
Our take
Dedicated to making the world of AI more accessible to everyone, H2O.ai provides a platform that supports the making and operating of AI for businesses. The platform boasts a range of capabilities; from automated machine learning and no-code deep learning, to AI-powered data labelling and extraction; as well as its most recently added "h2oGPT" that supplies enterprise generative AI.
With productivity, organisation and data analysis among the core parts to any business' success, AI and machine learning getting more and more popular - as they are able to outpace humans' ability to absorb, interpret, and make complex decisions quickly. It is no surprise then that H2O.ai has a grand roster of clients including GlaxoSmithKline, Capital One, and Paypal. It is also well-funded, and with such a comprehensive set of offerings it is in a great place to secure further success.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Nov 2021
$100m
SERIES E
Aug 2019
$72.5m
SERIES D
Total funding: $251.1m
Company benefits
- Remote-friendly culture
- Flexible working environment
- Career growth
Company HQ
Mountain View, CA
Leadership
Sri Satish Ambati
(Co-Founder & CEO)11 years experience in the Software and Engineering field prior to H2O.ai. Worked as Director of Engineering and Principal Engineer of DataStax.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 7 more jobs at H2O.ai