📌 Core Information
🔹 Job Title: VP/Senior Director, Strategic Partnerships
🔹 Company: C3 AI
🔹 Location: Redwood City, CA
🔹 Job Type: On-site
🔹 Category: Software Development
🔹 Date Posted: June 10, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Leading the strategic relationship with AWS globally
- Driving co-sell pipeline generation and deal acceleration
- Overseeing the execution of the AWS Strategic Collaboration Agreement
- Coordinating marketing programs with C3 AI Marketing
- Managing a small, high-performing team focused on AWS partnership execution and field engagement
ASSUMPTION: This role requires a high level of strategic thinking, strong communication skills, and the ability to manage complex partnerships and teams.
📋 Key Responsibilities
✅ Lead the strategic relationship with AWS globally, including executive alignment, joint account planning, and quarterly business reviews
✅ Drive co-sell pipeline generation and deal acceleration with AWS field sales across key verticals
✅ Oversee execution of the AWS Strategic Collaboration Agreement (SCA), ensuring milestones and investments are delivered on time
✅ Coordinate AWS-aligned marketing programs, events, and press releases in partnership with C3 AI Marketing
✅ Maintain strong relationships with AWS Partner Development Managers (PDMs), Industry GMs, and GTM specialists
✅ Track joint pipeline, sourced/influenced revenue, and program performance, reporting regularly to executive leadership
✅ Collaborate with C3 AI product and technical teams to align product demos, technical validation, and AWS integration plans
✅ Quarterback strategic deals by working closely with the C3 AI and AWS sales teams to architect differentiated solutions to drive business value across the enterprise
ASSUMPTION: This role involves a high degree of cross-functional collaboration and requires strong project management skills.
🎯 Required Qualifications
Education: Bachelor’s degree required; MBA or technical background a plus
Experience: 8+ years of experience in partnerships, business development, or cloud sales—preferably in a SaaS or enterprise technology environment
Required Skills:
- Deep understanding of AWS’s partner ecosystem, co-sell motions, and GTM programs
- Proven success building and scaling a cloud alliance, ideally under an AWS SCA or similar construct
- Strong executive presence and communication skills; capable of influencing stakeholders across sales, marketing, product, and legal
- Track record of driving measurable business outcomes
Preferred Skills:
- Prior experience working at or with hyperscalers (AWS, Microsoft, Google Cloud)
- Background in AI, machine learning, or enterprise software
- Experience managing complex multi-million dollar partner agreements and joint pipelines
ASSUMPTION: Candidates should have a strong understanding of the cloud landscape and AWS's partner ecosystem to excel in this role.
💰 Compensation & Benefits
Salary Range: $228,000 - $350,000 USD per year
Benefits:
- Excellent Benefits
- Competitive Compensation Package
- Generous Equity Plan
Working Hours: Full-time (40 hours/week)
ASSUMPTION: The salary range provided is based on industry standards for similar roles and experience levels in the San Francisco Bay Area.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development
Company Size: 1,001-5,000 employees
Founded: 2009
Company Description:
- C3 AI delivers a family of fully integrated products, including the C3 Agentic AI Platform and a portfolio of industry-specific SaaS enterprise AI applications
- They enable the digital transformation of organizations globally and offer C3 Generative AI, a suite of domain-specific generative AI offerings for the enterprise
- The company is focused on putting data to work for clients, helping them optimize operations, reduce costs, and improve sustainability
Company Specialties:
- Generative AI
- GenAI
- AI and Enterprise AI
Company Website: c3.ai
ASSUMPTION: C3 AI is a well-established company in the enterprise AI space, with a strong focus on strategic partnerships and innovative solutions.
📊 Role Analysis
Career Level: Executive (VP/Senior Director)
Reporting Structure: This role will manage a small, high-performing team focused on AWS partnership execution and field engagement
Work Arrangement: On-site, with potential for hybrid or remote work in the future
Growth Opportunities:
- Potential to grow the AWS partnership and expand into other hyperscalers
- Opportunity to work closely with executive leadership and influence strategic decisions
- Possibility to expand the role's scope to include other strategic partnerships in the future
ASSUMPTION: This role offers significant growth potential for the right candidate, with the opportunity to make a substantial impact on the company's strategic partnerships.
🌍 Location & Work Environment
Office Type: On-site, with a modern and collaborative work environment
Office Location(s): Redwood City, CA
Geographic Context:
- Redwood City is located in the heart of Silicon Valley, offering easy access to tech industry hubs and amenities
- The area is known for its mild Mediterranean climate, with warm, dry summers and cool, wet winters
- Redwood City is a diverse and multicultural community, with a strong sense of local pride and a vibrant arts scene
Work Schedule: Full-time (40 hours/week), with potential for flexible hours and remote work arrangements
ASSUMPTION: The work environment at C3 AI is dynamic and fast-paced, with a strong emphasis on collaboration and innovation.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- On-site or virtual interview with the team, including behavioral and technical questions
- Final interview with executive leadership
Key Assessment Areas:
- Strategic thinking and problem-solving skills
- Communication and presentation skills
- AWS partner ecosystem knowledge
- Leadership and team management skills
Application Tips:
- Highlight your relevant experience in partnerships, business development, or cloud sales, with a focus on AWS-specific achievements
- Tailor your resume and cover letter to emphasize your understanding of the role and the company's mission
- Prepare for behavioral and technical interview questions, focusing on your ability to lead strategic partnerships and drive business outcomes
ATS Keywords: Strategic Partnerships, AWS, Business Development, Cloud Sales, SaaS, Executive Alignment, Account Planning, Revenue Growth, Sales Enablement, Co-sell Execution, Marketing Coordination, Relationship Management, Pipeline Generation, Technical Validation, Product Demos, Solution Architecture, Influencing Stakeholders
ASSUMPTION: The interview process at C3 AI is thorough and comprehensive, with a strong focus on cultural fit and strategic thinking.
🛠️ Tools & Technologies
- AWS Partner Central
- Salesforce
- Microsoft Office Suite
- Project management tools (e.g., Asana, Jira)
ASSUMPTION: The tools and technologies required for this role are standard for the industry and can be learned quickly by candidates with relevant experience.
👔 Cultural Fit Considerations
Company Values:
- Innovation
- Customer Focus
- Integrity
- Collaboration
- Accountability
Work Style:
- Fast-paced and dynamic
- Collaborative and team-oriented
- Results-driven and focused on execution
Self-Assessment Questions:
- Do you thrive in a fast-paced, dynamic environment?
- Are you comfortable working collaboratively with cross-functional teams?
- Do you have a proven track record of driving measurable business outcomes?
ASSUMPTION: C3 AI values candidates who are innovative, customer-focused, and results-driven, with a strong ability to collaborate and execute in a fast-paced environment.
⚠️ Potential Challenges
- Managing complex, high-stakes partnerships with a global hyperscaler
- Balancing the needs of multiple stakeholders, including AWS, C3 AI, and clients
- Keeping up with the fast-paced and ever-evolving cloud landscape
- Managing a small, high-performing team with limited resources
ASSUMPTION: This role presents significant challenges, but also offers substantial opportunities for growth and impact.
📈 Similar Roles Comparison
- This role is unique in its focus on the AWS partnership, but similar roles may exist within other hyperscalers or enterprise software companies
- Industry-specific context: The enterprise AI space is competitive and fast-moving, with a strong emphasis on strategic partnerships and innovation
- Career path comparison: This role offers a clear path to executive leadership, with the opportunity to grow the AWS partnership and expand into other strategic initiatives
ASSUMPTION: While this role is unique in its focus on the AWS partnership, similar roles may exist within other enterprise software companies, with comparable career growth opportunities.
📝 Sample Projects
- Developing and executing a strategic account plan for a key AWS vertical
- Coordinating a joint marketing campaign with AWS and C3 AI Marketing
- Architecting a differentiated solution to drive business value for a strategic client
ASSUMPTION: These sample projects are representative of the types of initiatives the successful candidate will undertake in this role.
❓ Key Questions to Ask During Interview
- How does this role fit into the company's overall strategic vision for partnerships?
- What are the key priorities for the first 90 days in this role?
- How does C3 AI support the growth and development of its strategic partnerships team?
- What are the most challenging aspects of managing the AWS partnership, and how has the company addressed them in the past?
- How does C3 AI foster a culture of innovation and collaboration within its strategic partnerships team?
ASSUMPTION: These questions are designed to help the candidate understand the strategic context of the role, the company's approach to partnerships, and the work environment within the team.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience in partnerships, business development, or cloud sales, with a focus on AWS-specific achievements
- Prepare for behavioral and technical interview questions, focusing on your ability to lead strategic partnerships and drive business outcomes
- Follow up with the hiring manager one week after submitting your application, expressing your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
