Strategic Partnerships
Own and grow a portfolio of strategic AI partnerships end-to-end across cloud hyperscalers, frontier model labs, consultancies, startups, and VCs. Drive activations, co-sold pipeline, and revenue contribution while working closely with engineering, marketing, and sales.
About the job
What you'll do
- Own the outcomes for your portfolio: activated partnerships, sourced and co-sold pipeline, and revenue contribution against ambitious quarterly targets.
- Own a portfolio spanning Cloud Infra (AWS/GCP/Azure-class), frontier model labs, AI-native consultancies/SIs, Startups, and a venture portfolio motion.
- Run the cloud hyperscaler motion: partner relationship management with PDMs, regular partner syncs and follow-through, partner conferences and kickoffs, joint outbound with their AEs, field presentations on Exa, and marketplace listings/specials.
- Run the frontier model motion: joint solutioning with applied / forward-deployed teams on shared customer deployments, integration QA and eval support, tool catalog / marketplace listings (GPTs, Claude tools, Gemini extensions, etc.), and joint launches.
- Vet, sign, and activate AI-native consultancies and system integrators: field enablement so their consultants can position Exa in client work, joint pursuit support on live deals, and presence at their kickoffs/conferences.
- Vet and activate startup partners: technical enablement and integration support, periodic QBRs and tracking on active partnerships, and co-marketing across Exa's surfaces and theirs.
- Run a light-touch VC motion: plug Exa into VC startup programs to reach their portfolios at scale, issue and track promo codes, and keep firm-level relationships warm with minimal overhead.
- Drive co-marketing across the portfolio: joint launches, blog posts, demos, and conference moments, in lockstep with partner marketing teams.
- Bring the voice of the partner back into product: what their field is seeing, what their customers are building, what's about to change in their stack before we feel it ourselves.
Who You Are
- You've owned strategic partnerships end-to-end at a high-velocity company (cloud, infra, dev tools, AI/ML, data) and can point to specific partnerships you signed and activated to revenue, not just sourced.
- You've worked across at least two of: hyperscaler clouds, frontier model labs, consultancies/SIs, the startup ecosystem, or VCs, and can speak credibly to how each one buys, sells, and prioritizes.
- You can pick up technical concepts fast (APIs, agent stacks, retrieval, eval workflows) and represent them confidently to partner field engineers, FDEs, and AEs.
- You're comfortable in a high-velocity startup where the portfolio shifts regularly and where prioritization decisions sit with you.
Bonus
- You've run partner motions inside or with AWS, GCP, Azure, OpenAI, and Anthropic and know how their partner organizations actually operate (marketplace ops, FDEs, partner AEs, co-sell motions).
- You've built field enablement programs for system integrators or consultancies and have a point of view on what makes consultants actually pull a product into a client engagement.
- You have an existing network in the AI-native boutique consultancy space: relationships, not just LinkedIn connections.
Skills
Partnership Management, Cloud Partnerships, Hyperscaler Partnerships, Frontier Model Labs, Consultancies, System Integrators, Startup Ecosystem, Venture Capital, Co-Marketing, Field Enablement, Technical Concepts, APIs, Agent Stacks, Retrieval, Eval Workflows
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