Senior Director, AI & SI Alliances

Job Title

Senior Director, AI & SI Alliances

Own and scale our AI technology and systems integrator partner ecosystem end-to-end. This is a managing director seat with full accountability across all dimensions of AI and SI partnerships: executive relations, business development, offer strategy, go-to-market execution, partner interlock and QBRs, co-marketing, field enablement, co-sell, and joint customer success.

Executive Relations & Governance

• Own SVP/C-level relationships across all strategic AI technology partners (LLM providers, hyperscalers, AI platform vendors) and Global/Regional SIs; serve as Ring Central’s principal executive contact across the AI & SI ecosystem.
• Design and lead a structured engagement cadence—QBRs, exec sponsor meetings, steering committees, joint innovation councils—and negotiate strategic tier designations that convert into co-sell priority and mutual investment.

Business Development & Alliance Strategy

• Define and execute Ring Central’s multi-year AI & SI alliance strategy: identify and close the right partners, structure commercial and co-investment frameworks, and tie partnership investments to measurable pipeline and revenue outcomes.
• Advance incremental opportunities across AI-native CX/EX orchestration, agentic automation, LLM integration, SI channel expansion, and joint vertical solution development (Healthcare, FSI, Retail, Public Sector).

Offer Strategy, Marketplace & GTM

• Develop joint offer strategy with AI and SI partners: integrated solution bundles, vertical-specific propositions, and AI-augmented CX/EX offerings commercially structured for field execution.
• Own Ring Central’s presence in AI partner marketplaces and SI solution catalogs; negotiate listing terms, co-marketing entitlements, referral programs, RFP inclusion protocols, and preferred partner designations.
• Build and operate partner and field enablement programs: joint solution training, certification tracks, sales toolkits, and technical readiness assets for both AI technology partners and the SI channel.

Partner Interlock, Pipeline & Customer Success

• Lead cross-functional interlock (Product, Engineering, Sales, Marketing, Finance, Legal, CS) to ensure partnerships are resourced, integrated into roadmap, and tracked against committed outcomes; chair working groups and QBRs with partners.
• Establish joint pipeline governance, funnel tracking, and revenue attribution; champion joint customer success outcomes to drive adoption, expand at-risk accounts, and build referenceable AI-powered implementations.

Team Leadership

• Lead and develop the AI & SI Alliances team; serve as Ring Central’s internal AI and SI ecosystem SME, educating the exec team and product roadmap on ecosystem dynamics and partnership priorities.

• 12+ years in strategic alliances or business development, with 7+ years of specific focus on AI technology partners (LLM providers, AI platform vendors, hyperscalers) and/or global/regional SI channels, with quantifiable, defensible outcomes.
• Proven track record structuring and closing complex multi-party alliance agreements at SVP/C-level, including commercial frameworks, co-investment structures, co-sell programs, and marketplace commercialization.
• Deep understanding of the CX/EX technology landscape—UCaaS, CCaaS, contact center AI, conversational AI, workforce intelligence—and the ability to build compelling joint value propositions with AI and SI partners.
• Hands‑on SI/GSI channel experience: deal registration, co-delivery standards, partner tiers, and joint GTM investment models at a SaaS, UCaaS/CCaaS, or CX technology company.
• Executive presence and cross‑functional influence—demonstrated ability to mobilize Product, Engineering, Marketing, Sales, and Finance without direct authority and represent Ring Central at the highest levels of partner organizations.

• Prior employment at a leading AI platform company (OpenAI, Anthropic, Google Deep Mind, AWS AI, Microsoft Azure AI, Salesforce Einstein) or a major SI (Accenture, Deloitte, PwC, Capgemini, Infosys, Wipro, KPMG, EY) in a technology alliance or BD role.
• Direct experience building an SI…