Head of Strategic Partnerships & AI Ecosystem

Responsibilities

• The AI platform wars are being fought at the ecosystem layer
• OpenAI, Anthropic, Google, and AWS are competing to become the default infrastructure for enterprise AI, and the companies that secure the right positions inside those ecosystems now will compound that advantage for years
• Delight.ai is already in the race
• We need someone to make sure we’re winning it
• This isn’t merely a role for someone who manages relationships
• It’s for someone who builds leverage, moves fast with AI tools to operationalize partnership motions, and treats ecosystem positioning the way a product leader treats roadmap
• Reporting to the CRO, you will own Delight.ai’s full ISV and hyperscaler ecosystem strategy, from AWS co-sell execution to GenAI platform alliances with OpenAI, Anthropic, and Google
• Build the commercial engine that makes partnerships a measurable, compounding revenue driver
• This role is built for someone who moves fast, uses AI to do the work of a full team, and treats every partnership as a distribution play
• Define and lead ISV ecosystem strategy across AI, CX, commerce, and SaaS. Use AI tools to track ecosystem shifts and translate them into actionable partnership and product strategy for internal leadership
• Expand our AWS commercial relationship and launch new ones with OpenAI, Anthropic, Google, and other leading GenAI platforms. Identify and secure high-impact ISV partners that extend product value and unlock new customer segments
• Build partner segmentation, tiering, and prioritization frameworks. Automate pipeline tracking and reporting so your time goes to strategy, not spreadsheets
• Build and operationalize repeatable co-sell motions. Align with Sales on account planning, enterprise pursuits, and vertical strategies. Own partner-sourced and partner-influenced pipeline and ARR with clear dashboards to back it up
• Develop joint value propositions and enablement materials that drive real field adoption. Expand AWS co-sell engagement with consistent field alignment and opportunity execution
• Partner with Marketing on joint campaigns, events, content, and marketplace promotions. Drive ecosystem storytelling and strategic announcements that elevate brand visibility and marketplace performance

You reach for AI tools to automate the operational overhead of partnership work: pipeline tracking, enablement, reporting, outreach.

You get restless when processes are manual. If something is done by hand more than twice, you’re already automating it.

You think about ecosystem strategy the way an engineer thinks about architecture: modular, scalable, with clear interfaces between components.

You track the AI ecosystem obsessively, not just the headline players but emerging ones, integration models, and commercial structures that are starting to win.

You know the difference between a partner that looks good on a slide and one that actually moves pipeline.

You can point to partner-sourced or partner-influenced ARR with your fingerprints on it.

You can walk into a room with a CTO, a hyperscaler field rep, and a CFO and speak credibly to all three.

Deep hands‑on experience with hyperscalers, especially AWS co‑sell programs, and direct relationships with GenAI platform vendors.

Proven, quantifiable revenue impact through partner-sourced and partner-influenced pipeline.

10+ years in Strategic Partnerships, Technology Alliances, or Ecosystem Leadership inside SaaS or enterprise technology.

Technical fluency to engage product and engineering leaders, plus commercial acumen to structure and close complex partnership agreements.

Experience designing and scaling a global partnerships operating model, including segmentation, tiering, and performance frameworks.

• Be Your Best Self: A generous all‑in‑one wellness benefit. Use it on anything from workout equipment to hobby gear to gadgets to gaming consoles.
• AI Citizenship:
  As an AI‑first company, we are sponsoring all members with real budget to adopt various AI software to 100x productivity and creativity.
• Generous PTO:
  In addition to paid holidays, accrued vacation and sick leave, employees get paid volunteer time off, and a good amount of family or paternal leave.
• Rest & Rejuvenate:
  Take a non‑PTO day off to enjoy your birthday or just to relax and refresh yourself.

We respect, promote, and encourage diversity for equal employment opportunities.