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Role Description

H2O.ai is seeking a Vice President of Partnerships, North America to build and scale a high-impact partner ecosystem that accelerates enterprise and public sector growth. This role owns the North America partner strategy, execution, and revenue outcomes across hyperscalers, OEMs, data platforms, GSIs, distributors, resellers, and services partners. This position will report directly to the President and CRO. This remote position may be based anywhere in the U.S. Travel required about 50%.

What You Will Do

• Partner Strategy & Revenue Ownership
  • Define and execute the North America partner strategy aligned with company growth objectives
  • Own partner-sourced and partner-influenced revenue targets
  • Establish partner segmentation, investment models, and success metrics
• Hyperscaler & Cloud Alliances
  • Lead executive relationships and joint business planning with AWS, Microsoft Azure, Google Cloud, and Oracle Cloud
  • Drive co-sell motions, marketplace initiatives, and field alignment
• Data & AI Platform Alliances
  • Own strategic partnerships with Snowflake and Databricks, including joint solutions, reference architectures, and co-sell execution
  • Enable field alignment and joint value propositions across enterprise analytics, AI, and GenAI workloads
• OEM & Technology Partnerships
  • Lead strategic partnerships with NVIDIA and Dell Technologies, including joint GTM execution and field enablement
  • Partner with product and engineering teams on integrations and solution validation
• GSI & Services Partners
  • Build and scale relationships with GSIs and leading consulting firms to drive enterprise and public sector adoption
  • Enable services-led delivery models that create durable platform pull-through
• Reseller, Distribution & Public Sector Channel
  • Scale the reseller and distributor ecosystem, including Carahsoft, regional VARs, and boutique AI services partners
  • Support partner success across public sector and regulated industries
• Field Alignment & Operations
  • Align partner sales teams with H2O.ai sales through joint planning, pipeline reviews, and deal governance
  • Design and operationalize partner programs, incentives, and lifecycle management
  • Own partner systems, processes, and reporting, including Salesforce and CRM integrations

Qualifications

• 10–15+ years leading enterprise technology partnerships in Cloud, AI, SaaS, or data platforms
• Proven experience with hyperscalers (AWS, Azure, GCP, Oracle), data platforms (Snowflake, Databricks), OEMs (NVIDIA, Dell), and GSIs
• Demonstrated success building reseller and distribution models, including Carahsoft
• Track record scaling partner organizations from early-stage revenue to multi-million-dollar impact

Requirements

• Builder mindset with the ability to operate strategically and hands-on
• Strong channel sales operations and program design expertise
• Executive presence with excellent negotiation and communication skills
• Solid understanding of Cloud, AI/ML, and enterprise data ecosystems
• Ability to translate technical capabilities into compelling partner value propositions

Benefits

• Market leader in total rewards
• Remote-friendly culture
• Flexible working environment
• Be part of a world-class team
• Career growth