🔹 Job Title: Vice President Partnerships, North America
🔹 Company: H2O.ai
🔹 Location: Mountain View, California, United States
🔹 Job Type: Full-Time
🔹 Category: Executive & Management
🔹 Date Posted: July 17, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: Remote OK
🚀 Job Overview
H2O.ai, a leading AI cloud software company, is seeking a dynamic Vice President of Partnerships to drive and execute partner programs and initiatives across North America. This role involves managing significant partner relationships, driving partner revenue targets, and collaborating with internal teams to enhance the partner experience.
📋 Key Responsibilities
- 🌟 Lead and own the strategy development and execution for significant partner relationships
- 💰 Drive partner revenue targets by qualifying partner-led opportunities and driving sales channel-focused initiatives
- 🤝 Align Partner Sales teams with H2O.ai teams and present H2O.ai's value proposition to partners
- 📊 Prepare channel dashboards and track joint pipeline development and tracking
- 🤝 Collaborate with internal partners to improve the end-to-end partner experience and operationalize program frameworks
- 🌐 Work with Marketing and regional peers to support the rollout and channel adoption of programs and initiatives globally
- 📄 Build, deliver, and maintain program content and collateral, 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.ai'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 and drive strong partner loyalty
🎯 Required Qualifications
🎓 Education:
- Bachelor's Degree or equivalent
🕒 Experience:
- Minimum of 10 years of sales channel program and channel operations experience
- Proven experience scaling a partnership organization from early-stage to a mature revenue engine driving multi-millions in sourced and influenced ARR
- Experience building partner ecosystems for startups in 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 MSSPs, 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
💡 Preferred Skills:
- Experience with data analysis and project management tools
- Familiarity with AI and machine learning concepts
💰 Compensation & Benefits
💰 Salary Range: $170,000 - $200,000 per year
🎁 Benefits:
- Market leader in total rewards
- Remote-friendly culture
- Flexible working environment
- Be part of a world-class team
- Career growth opportunities
