Partner Director

The Role: We are looking for a Partner Director to drive partner-sourced revenue by making Mosaic AI an embedded, recommended component of the modern AI and data architecture. This is an ISV-attach and ecosystem-architecture role, not a transactional resale seat: your mandate is to get the Mosaic semantic layer designed into the solutions that hyperscalers, ISVs, and system integrators recommend and build for their customers.

Location: Tysons Corner, VA (HQ, in-person preferred). Highly qualified remote candidates in the Central or Eastern U.S. will be considered. 

Your Focus:

Google agentic attach — establish Mosaic as the recommended semantic/data layer within Google Cloud's agentic AI architecture (Gemini, Vertex AI, and agent-builder patterns), so that Google field, specialist, and PSO teams position Mosaic by default when designing agentic and data-grounding solutions. ISV attach through industry-focused SIs — attach Mosaic to leading data-platform ISVs (Databricks, Snowflake, and similar) by partnering with industry-focused system integrators who already run those practices and own marketplace packaging, embedding Mosaic into their repeatable, vertical solution offers. ISV co-packaging & reference architectures — co-package Mosaic with complementary ISVs and drive joint reference architectures that position the semantic layer as essential infrastructure for AI-ready data, taking those validated solutions to market.

Success is measured by partner-sourced and partner-influenced pipeline and revenue, the number of reference architectures and packaged solutions in which Mosaic is a designed-in component, and Mosaic's standing in partner- and hyperscaler-recommended architectures.

Key Responsibilities:

Architecture influence & technical evangelism

• Get Mosaic written into Google Cloud's recommended agentic AI reference architectures, working with Google Cloud architecture, specialist, PSO, and partner teams to make the semantic layer a default element of Gemini/Vertex agentic data-grounding patterns.
• Develop and evangelize joint reference architectures that position Mosaic as the semantic/data layer alongside Databricks, Snowflake, and other ISVs, in partnership with Product Management, Sales Engineering, and Solution Architecture.
• Build the technical and business narrative that makes Mosaic the obvious "design-in" choice for AI-ready, governed data.
ISV attach & SI orchestration

• Identify and engage industry-focused system integrators with established Databricks, Snowflake, and cloud data practices; co-build vertical solution offers with Mosaic embedded.
• Drive marketplace packaging of joint solutions (Google Cloud Marketplace and partner offers), working with SIs and ISVs on listing, packaging, and routing.
• Develop joint value propositions and packaged offers with strategic ISVs that attach Mosaic to their platforms and motions.
Go-to-market & revenue

• Develop annual strategic plans and performance goals for the partnerships and ecosystem motions under management.
• Drive joint sell-with and partner-led activities through go-to-market plays in collaboration with Product Management, Marketing, Sales Engineering, and Field Sales.
• Generate net-new logos through partner-sourced pipeline via attach, co-sell, joint marketing, and account-planning sessions.
• Support Strategy's field sales organization through partner engagement for partner-influenced opportunities.
• Drive joint engagement through partner-led and industry events in collaboration with Field Marketing and Sales.
Operations & enablement

• Track all opportunities, pipeline, and bookings; provide forecasts and funnel-management reporting focused on partner-sourced revenue.
• Provide content for partner training curriculum, reference-architecture enablement, and sales enablement.
• Serve as an escalation point for pre-sales and post-sales issues.
• Build and maintain relationships, including stakeholder mapping, across Google, ISV, and SI partner personnel to strengthen Strategy's standing and visibility.

Department: Sales
Function: Information Technology
Experience Level: Mid-Senior Level