Director, Partnerships SI

Responsibilities

• Own partner portfolio end-to-end for 3–5 strategic consulting and SI partners, including QBRs, joint business plans, pipeline reviews, and escalations.
• Build working-level relationships with Practice Leads, Client Partners, and Principals; become the go-to contact for partners engaging with Cursor.
• Drive co-sell execution including account mapping, pipeline generation, and joint deal execution alongside Cursor’s enterprise sales team.
• Operationalize partner enablement by launching and scaling certification programs, training, FDE playbooks, and reference architectures.
• Convert pilots to production by partnering with Field Engineering, APM/ADM, and account teams to move partner-led pilots into scaled production deployments.
• Unblock deployments by coordinating across teams to resolve delivery challenges, staffing gaps, and technical blockers.
• Track and drive adoption metrics such as partner-driven pipeline, certified headcount, and time-to-production.
• Execute joint GTM initiatives including co-branded content, research, case studies, and events.

Requirements

• Experience in partnerships, alliances, or sales with top-tier SIs or consulting firms.
• Proven ability to turn partnerships into real revenue beyond relationship management.
• Comfort operating at both executive and working levels within partner organizations.
• Experience driving co-sell motions and navigating complex, multi-stakeholder enterprise deals.
• Ability to enable partners technically through training, certifications, and playbooks for scale.
• Highly operational and data-driven with strong instincts around pipeline, adoption, and execution.
• Thrive in fast-paced, ambiguous environments and enjoy building from 0 to 1.