Vice President Partnerships, North America

Founded in 2012, H2O.ai is on a mission to democratize AI. As the world’s leading agentic AI company, H2O.ai converges Generative and Predictive AI to help enterprises and public sector agencies develop purpose-built GenAI applications on their private data. Its open-source technology is trusted by over 20,000 organizations worldwide - including more than half of the Fortune 500 - H2O.ai powers AI transformation for companies like AT&T, Commonwealth Bank of Australia, Singtel, Chipotle, Workday, Progressive Insurance, and NIH.

H2O.ai partners include Dell Technologies, Deloitte, Ernst & Young (EY), NVIDIA, Snowflake, AWS, Google Cloud Platform (GCP) and VAST. H2O.ai’s AI for Good program supports nonprofit groups, foundations, and communities in advancing education, healthcare, and environmental conservation. With a vibrant community of 2 million data scientists worldwide, H2O.ai aims to co-create valuable AI applications for all users.

H2O.ai has raised $256 million from investors, including Commonwealth Bank, NVIDIA, Goldman Sachs, Wells Fargo, Capital One, Nexus Ventures and New York Life.

About This Opportunity

We are looking for a dynamic senior leader that thrives in a fast-paced environment who will have an integral role in managing and growing our partner relationships across the North America partner ecosystem. Our Vice President, Partnerships will drive and execute the creation, positioning and implementation of partner programs and other channel-focused initiatives impacting the overall partner experience and portability in North America.

This position may be based anywhere in the U.S.

Travel required 30%.

What You Will Do

• Lead and own the strategy development and execution for significant partner relationships
• Drive partner revenue targets by qualifying partner-lead opportunities and drive sales channel focused initiatives.
• Own aligning Partner Sales teams with H2O.ai teams.
• Present and promote H2O.ai's value proposition and capabilities that enables the partner to build a profitable H2O.ai business.
• Prepare channel dashboards and pull data points for sales teams and executive management, with a strong focus on joint pipeline development and tracking.
• Collaborate with internal partners to improve the end-to-end partner experience, operationalize program framework & sales processes, & roll out channel offers and incentives.
• Work in collaboration with Marketing and regional peers to support the roll out and channel adoption of programs and initiatives globally.
• Build, deliver, and maintain program content and collateral (presentations, program guides, bulletins, and communications) by maximizing internal resources.
• Work with cross-functional teams to improve partner program processes and resolve partner program issues.
• Manage, track and report specific program initiatives.
• Develop and maintain H2O’s North America partner policies, processes, and systems (CRM, Salesforce)
• Capture, analyze and report on partner program operational metrics.
• Work with cross functional team members to review the partner experience across the partner journey (recruitment, on-boarding, and ramp to revenue process) to drive strong partner loyalty.
  
  

What We Are Looking For

• Bachelor’s Degree or equivalent.
• Minimum of 10 years of sales channel program and channel operations experience.
• Proven experience scaling a partnership organization from early-stage (low millions in sourced/co-sell ARR) to a mature revenue engine driving multi-millions in sourced and influenced ARR
• Experience building partner ecosystems for startups - this is a hands-on builder role
• Strong background in Cloud/SaaS channel programs.
• Strong Channel Sales Operations experience or similar sales operations experience / skills.
• Demonstrated experience working with indirect routes to market for VARs, Distributors and MSSP, partnerships and alliance programs.
• Ability to present partner program overview to new partners, eld sellers and assist in onboarding new partners
• Experience with channel programs and tools.
• Demonstrated ability to work independently and proactively under pressure, leading several projects simultaneously with minimal direction.
• Ability to work optimally and collaboratively in a distributed team environment.
• Demonstrated negotiation, verbal and written communication skills. Basic understanding of key technologies and markets, competitive forces and trends.
• Strong presentation skills.
• Excellent interpersonal/customer relations skills.
• Strong sense of initiative and detail for channel operations and programs.
• Ability to assess complex situations, and provide solutions for operational efficiency and improving partner experience.
  
  

Why H2O.ai?

• Market Leader in Total Rewards
• Remote-Friendly Culture
• Flexible working environment
• Be part of a world-class team
• Career Growth
  
  

H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis.

H2O.ai is an innovative AI cloud platform company, leading the mission to democratize AI for everyone. Thousands of organizations from all over the world have used our cutting-edge technology across a variety of industries. We’ve made it easy for people at all levels to generate breakthrough solutions to complex business problems and advance the discovery of new ideas and revenue streams. We push the boundaries of what is possible with artificial intelligence.

H2O.ai employs the world’s top Kaggle Grandmasters, the community of best-in-the-world machine learning practitioners and data scientists. A strong AI for Good ethos and responsible AI drive the company’s purpose.

Please visit www.H2O.ai to learn more.