Director, Technology Partnerships

• Own executive and working-level relationships with Black Line’s strategic technology partners — AI providers, cloud hyperscalers, and data platform vendors.
• Serve as the primary point of contact for partner-initiated opportunities and escalations.
• Drive joint integration efforts from scoping through GA, working cross-functionally with Black Line engineering, product, and security teams.
• Negotiate technical collaboration agreements, including API access, early model access, and data‑sharing arrangements.
• Develop and maintain a technology partnership strategy aligned to Black Line priorities — AI‑native product development, platform scalability, and enterprise compliance (e.g., FedRAMP).
• Define success metrics for each partnership and report progress to P&T leadership and ExCo.
• Partner closely with product management, engineering, and legal to advance partnership commitments through internal governance.
• Maintain a clear view of each partner’s product roadmap and represent Black Line’s technical requirements in partner planning conversations.
• Coordinate with marketing on co‑marketing and analyst‑facing narratives tied to partner integrations.

• Bachelor’s degree in Computer Science, Engineering, Business, or a related field.
• 10+ years in technology partnerships, business development, or technical alliance management.
• Demonstrated experience managing relationships with major AI, cloud, or data platform providers (e.g., AWS, Google Cloud, Snowflake, OpenAI, Anthropic, or similar).
• Track record of negotiating and delivering complex technical integrations or joint solutions — not just signing agreements.
• Experience operating inside a product and engineering organization, or working closely alongside one.
• Strong technical fluency — able to hold a substantive conversation with an engineering team about APIs, architecture, and integration design.
• Excellent executive communication and presence with senior stakeholders, internally and at partner organizations.
• Builder orientation, with comfort operating in ambiguity and the ability to influence cross‑functionally without direct authority.

Demonstrates expertise in managing technology partnerships and driving integration efforts, with a strong focus on AI, cloud, and data platforms. Proven ability to negotiate technical agreements and communicate effectively with senior stakeholders while aligning partnership strategies with organizational goals.

• Technology Partnerships Management
• Negotiation of Technical Agreements
• Integration Design and Architecture
• Executive Communication
• Cross-Functional Collaboration

• API Access
• Technical Integration
• Data Sharing Arrangements
• Product Roadmap Management
• Success Metrics Definition
• AI-Native Product Development
• Platform Scalability
• Enterprise Compliance
• Technical Fluency
• Business Development

• Builder Orientation
• Influencing Without Authority
• Comfort Operating in Ambiguity

• Technology Partnerships
• Cloud Hyperscalers
• Data Platform Vendors
• Product Management
• Engineering Collaboration

• AWS
• Google Cloud
• Snowflake
• OpenAI
• Anthropic