Head of Partnerships

Summary

Join Gretel as the Head of Partnerships and drive significant growth by developing and scaling strategic partnerships with leading global cloud, data, and AI companies. You will be the key liaison between Gretel and our most impactful partners, crafting and executing long-term strategies, fostering executive relationships, and leading a high-performing global team. This hands-on leadership role requires collaborating with marketing, sales, and product teams to identify co-marketing and co-selling opportunities, generating high-quality leads, and establishing partner roadmaps. You will work closely with the Head of Customer Experience to identify partners who can accelerate the delivery and adoption of our solutions. Success in this role hinges on your direct and indirect sales experience, relationship-building skills, business acumen, and passion for advanced AI systems. You will report to the VP of Sales & GTM.

Requirements

• 10+ years of experience and success managing enterprise cloud service providers, technology alliances, and/or ISV partnerships, with a proven track record of delivering measurable results
• 5+ years of experience working in enterprise technology sales, specifically cloud, data, and/or AI/ML
• Proven leadership skills, with 5+ years of experience guiding cross-functional teams in fast-paced, innovative organizations
• Demonstrated ability to develop and nurture partnerships with enterprise technology companies, influencing decision making at the C-suite or executive levels
• Experience scaling technology partner programs with marked increase in revenue and retention
• Experience translating complex market dynamics into actionable partnership strategies combined with tactical execution to capture partner opportunities
• Experience communicating and negotiating with C-level executives, as well as teams from IT, lines of business, procurement, finance, and legal
• Adept at navigating complex, high-value deals
• Experience building repeatable processes to accelerate partner programs and co-sell motions
• Domain expertise in the GenAI and data ecosystem, including how synthetic data and GenAI are utilized within strategic industries
• Demonstrated experience working with a highly technical product and audiences; clear communication and the ability to quickly establish credibility with executive-level and highly technical individual contributors alike
• Data-driven and capable of tracking and presenting measurable results and ROI clearly

Responsibilities

• Lead existing Strategic Partnerships, including Google Cloud (GCP), Amazon Web Services (AWS), Microsoft Azure, Databricks, and Snowflake, while identifying, evaluating, prioritizing and engaging new prospective partners
• Own the development of a multi-year, multi-faceted partner GTM strategy that aligns with Gretel's growth objectives and directly impacts revenue, working closely with Gretel’s executive leadership
• Architect and execute joint business plans that translate complex, evolving market dynamics into actionable partnership strategies
• Develop and support a culture of high performing teams aligned to Gretel and partner business priorities
• Build, manage, and nurture relationships with partner executives, up to the C-level, ensuring strategic alignment and engagement in the partnership to expand our co-selling motions
• Develop a deep understanding of our solutions, use cases, ecosystem, and partners’ needs, in order to collaborate with Gretel’s product, applied science, and engineering teams on partner-related roadmap priorities
• Partner with marketing and product teams on lead generation campaigns, go-to-market and partner enablement content and sessions, and documentation to support the partner co-sell motion
• Design and implement internal sales team and external partner enablement programs and assets that facilitate collaboration across our partner ecosystems to drive material pipeline and revenue growth
• Engineer partner processes for efficiency, grounded in data-driven frameworks, which improve partner engagement, maximize revenue generation, and accelerate each partnership’s performance
• Work with the Head of CX to identify prospective delivery partners and ensure that they successfully deliver customer outcomes in accordance with Gretel’s best practices
• Develop processes to track and improve partner engagement and revenue, as well as setting and achieving OKRs and KPIs to measure against strategic business outcomes
• Support industry evangelism of the product to drive visibility and engagement
• Travel up to 40%-50% to lead strategic partnership meetings and executive engagements, participate in industry events, facilitate partner enablement, contribute to strategic partnership co-sell deals, and support the development and growth of your organization

Preferred Qualifications

• Computer Science or Engineering degree, MBA preferred
• Experience working hands-on with machine learning products and/or tooling

Benefits

• Base salary $225,000 - $250,000 USD
• Variable bonus
• Stock options
• Benefits
• Remote work