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VP/Senior Director, Strategic Partnerships

C3 AI
Full-time
On-site
Redwood City, California, United States
🌐 Digital Marketing

πŸ“Œ Core Information

πŸ”Ή Job Title: VP/Senior Director, Strategic Partnerships

πŸ”Ή Company: C3 AI

πŸ”Ή Location: Redwood City, CA

πŸ”Ή Job Type: On-site

πŸ”Ή Category: Software Development

πŸ”Ή Date Posted: June 10, 2025

πŸ”Ή Experience Level: 10+ years

πŸ”Ή Remote Status: On-site

πŸš€ 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.

πŸ“‹ Key Responsibilities

βœ… Lead the strategic relationship with AWS globally, including executive alignment, joint account planning, and quarterly business reviews

βœ… Drive co-sell pipeline generation and deal acceleration with AWS field sales across key verticals

βœ… Oversee execution of the AWS Strategic Collaboration Agreement (SCA), ensuring milestones and investments are delivered on time

βœ… Coordinate AWS-aligned marketing programs, events, and press releases in partnership with C3 AI Marketing

βœ… Maintain strong relationships with AWS Partner Development Managers (PDMs), Industry GMs, and GTM specialists

βœ… Track joint pipeline, sourced/influenced revenue, and program performance, reporting regularly to executive leadership

βœ… Collaborate with C3 AI product and technical teams to align product demos, technical validation, and AWS integration plans

βœ… 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 salesβ€”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.

πŸ’° 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.

πŸ“Œ Applicant Insights

πŸ” 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.

πŸ“Š 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.

πŸ’Ό 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.

πŸ› οΈ 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.

πŸ‘” 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.

πŸ“ˆ 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.

πŸ“ 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.

πŸ“Œ 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.