Vice President, Alliances

As the Vice President of Alliances, you will own the end-to-end strategy, execution, and performance of C3 AI’s most strategic partnerships, including hyperscalers, global systems integrators, and key ISVs. You will define the global alliances vision, negotiate and operationalize multi-year strategic agreements, and lead a high-performing global team responsible for joint go-to-market execution, co-sell pipeline, partner-sourced revenue, and field activation.

This role requires deep executive engagement across C3 AI, partner organizations, and enterprise customers. You will regularly work with C-suite stakeholders, represent C3 AI at major industry events, and travel frequently to partner and customer locations.

Responsibilities:

• Own and execute C3 AI’s global alliance strategy across hyperscalers, global systems integrators, and strategic ISVs, aligning partner investments with corporate, product, and revenue priorities.

• Serve as executive sponsor for C3 AI’s most strategic partner relationships, driving executive alignment, joint account planning, quarterly business reviews, and annual go-to-market plans.

• Negotiate, execute, and manage multi-year Strategic Collaboration Agreements and equivalent partnership constructs with leading hyperscalers.

• Build and scale a global co-sell motion that generates significant partner-sourced and partner-influenced pipeline across priority industries and geographies.

• Drive partner-sourced and partner-influenced revenue, co-sell deal volume, marketplace transactions, certifications, and other key alliance performance metrics.

• Partner with global systems integrators to accelerate Enterprise AI deployments, particularly in regulated and complex enterprise environments.

• Launch and scale marketplace and ISV co-build programs that create new routes to market for C3 AI Applications and C3 Generative AI.

• Lead, develop, and scale a high-performing global alliances organization, including Senior Directors, Directors, and Partner Managers across regions.

• Quarterback strategic enterprise opportunities in partnership with C3 AI and partner sales teams, helping architect differentiated solutions that deliver measurable customer value.

• Direct alliance-aligned marketing programs, executive events, customer references, analyst engagements, and industry-facing initiatives in collaboration with Marketing and Communications.

• Maintain a rigorous operating cadence with Partner Development Managers, Industry General Managers, go-to-market specialists, and partner executive leadership.

• Partner cross-functionally with Product, Engineering, Technical Field, Legal, Finance, and Sales teams on demos, technical validation, reference architectures, marketplace listings, and integration roadmaps.

• Identify, evaluate, and onboard new strategic partners as the ecosystem evolves.

• Report alliance strategy, performance, pipeline, revenue contribution, and key operating metrics to C3 AI’s executive team and board.

• Represent C3 AI at the most senior levels with partner executives, customers, industry analysts, and major industry forums.

Qualifications

• Bachelor’s degree required; MBA or advanced technical degree strongly preferred.

• 10+ years of progressive experience in partnerships, alliances, business development, or enterprise cloud sales.

• 5+ years of experience leading and scaling global alliance teams in a SaaS, cloud, or enterprise technology environment.

• Deep, hands-on understanding of the hyperscaler partner ecosystem, including AWS, Microsoft, and Google Cloud.

• Strong knowledge of co-sell motions, cloud marketplaces, partner programs, certifications, operating cadences, and field engagement models.

• Proven track record of building and scaling cloud alliances, ideally under a Strategic Collaboration Agreement or equivalent construct.

• Demonstrated success generating substantial partner-sourced and partner-influenced pipeline and revenue.

• Experience building, developing, and retaining high-performing, globally distributed alliance teams.

• Exceptional executive presence and communication skills, with the ability to influence C-level stakeholders across C3 AI, partner organizations, and customers.

• Strong commercial, analytical, and operating instincts, with the ability to translate strategy into measurable plans and drive accountability.

• Proven ability to lead cross-functionally across Sales, Marketing, Product, Engineering, Legal, and Finance to deliver complex, large-scale partner outcomes.

Preferred Qualifications

• Experience working at or with multiple hyperscalers, including AWS, Microsoft, and Google Cloud, at global scale.

• Background in enterprise AI, machine learning, agentic AI, or generative AI software.

• Experience leading systems integrator and ISV alliances, including relationships with Big Four firms, global systems integrators, or leading vertical specialists.

• Experience negotiating and managing complex multi-million to multi-hundred-million-dollar partner agreements and joint pipeline commitments.

• Experience operating in a public-company environment, including board-level reporting on partner KPIs.