Vice President of Partnerships, H2O.ai
North America
Travel required about 50%
Open-source AI cloud platform
Open for applications
Open-source AI cloud platform
201-500 employees
Open for applications
Travel required about 50%
201-500 employees
Company mission
To democratize AI for everyone.
Role
Who you are
- 10–15+ years leading enterprise technology partnerships in Cloud, AI, SaaS, or data platforms
- Proven experience with hyperscalers (AWS, Azure, GCP, Oracle), data platforms (Snowflake, Databricks), OEMs (NVIDIA, Dell), and GSIs
- Demonstrated success building reseller and distribution models, including Carahsoft
- Track record scaling partner organizations from early-stage revenue to multi-million-dollar impact
- Builder mindset with the ability to operate strategically and hands-on
- Strong channel sales operations and program design expertise
- Executive presence with excellent negotiation and communication skills
- Solid understanding of Cloud, AI/ML, and enterprise data ecosystems
- Ability to translate technical capabilities into compelling partner value propositions
What the job involves
- H2O.ai is seeking a Vice President of Partnerships, North America to build and scale a high-impact partner ecosystem that accelerates enterprise and public sector growth
- This role owns the North America partner strategy, execution, and revenue outcomes across hyperscalers, OEMs, data platforms, GSIs, distributors, resellers, and services partners. This position will report directly to the President and CRO
- Define and execute the North America partner strategy aligned with company growth objectives
- Own partner-sourced and partner-influenced revenue targets
- Establish partner segmentation, investment models, and success metrics
- Lead executive relationships and joint business planning with AWS, Microsoft Azure, Google Cloud, and Oracle Cloud
- Drive co-sell motions, marketplace initiatives, and field alignment
- Own strategic partnerships with Snowflake and Databricks, including joint solutions, reference architectures, and co-sell execution
- Enable field alignment and joint value propositions across enterprise analytics, AI, and GenAI workloads
- Lead strategic partnerships with NVIDIA and Dell Technologies, including joint GTM execution and field enablement
- Partner with product and engineering teams on integrations and solution validation
- Build and scale relationships with GSIs and leading consulting firms to drive enterprise and public sector adoption
- Enable services-led delivery models that create durable platform pull-through
- Scale the reseller and distributor ecosystem, including Carahsoft, regional VARs, and boutique AI services partners
- Support partner success across public sector and regulated industries
- Align partner sales teams with H2O.ai sales through joint planning, pipeline reviews, and deal governance
- Design and operationalize partner programs, incentives, and lifecycle management
- Own partner systems, processes, and reporting, including Salesforce and CRM integrations
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.
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