Vice President Partnerships, North America

h2o.ai; Remote; CAD 150,000 - 250,000; Full time

Job summary

A leading AI technology firm seeks a Vice President of Partnerships for North America to build high-impact ecosystems. This role involves defining partner strategies and revenue ownership, focusing on cloud and data alliances. Candidates should have substantial experience in enterprise tech partnerships and proven skills in building effective partnerships with hyperscalers and data platforms. The position promotes a remote-friendly culture with significant career growth opportunities.

Benefits

Market Leader in Total Rewards

Remote-Friendly Culture

Career Growth

Qualifications

• 10–15+ years leading enterprise technology partnerships.
• Proven experience with hyperscalers and data platforms.
• Strong channel sales operations expertise.

Responsibilities

• Define and execute the North America partner strategy.
• Lead executive relationships and joint business planning.
• Build and scale relationships with GSIs and consulting firms.

Skills

Enterprise technology partnerships

Negotiation skills

Channel sales operations

Market understanding of Cloud and AI

Tools

Salesforce

CRM systems

Job description

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 — and 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

H2O.ai is seeking a Vice President of Partnerships, North America to build and scale a high‑impact partner ecosystem that accelerates enterprise and public sector growth. This role owns the North America partner strategy, execution, and revenue outcomes across hyperscalers, OEMs, data platforms, GSIs, distributors, resellers, and services partners. This position will report directly to the President and CRO. This remote position may be based anywhere in the U.S. Travel required about 50%.

What You Will Do

Partner Strategy & Revenue Ownership

• Define and execute the North America partner strategy aligned with company growth objectives
• Own partner-sourced and partner-influenced revenue targets
• Establish partner segmentation, investment models, and success metrics

Hyperscaler & Cloud Alliances

• Lead executive relationships and joint business planning with AWS, Microsoft Azure, Google Cloud, and Oracle Cloud
• Drive co-sell motions, marketplace initiatives, and field alignment

Data & AI Platform Alliances

• Own strategic partnerships with Snowflake and Databricks, including joint solutions, reference architectures, and co-sell execution
• Enable field alignment and joint value propositions across enterprise analytics, AI, and GenAI workloads

OEM & Technology Partnerships

• Lead strategic partnerships with NVIDIA and Dell Technologies, including joint GTM execution and field enablement
• Partner with product and engineering teams on integrations and solution validation

GSI & Services Partners

• Build and scale relationships with GSIs and leading consulting firms to drive enterprise and public sector adoption
• Enable services‑led delivery models that create durable platform pull‑through

Reseller, Distribution & Public Sector Channel

• Scale the reseller and distributor ecosystem, including Carahsoft, regional VARs, and boutique AI services partners
• Support partner success across public sector and regulated industries

Field Alignment & Operations

• Align partner sales teams with H2O.ai sales through joint planning, pipeline reviews, and deal governance
• Design and operationalize partner programs, incentives, and lifecycle management
• Own partner systems, processes, and reporting, including Salesforce and CRM integrations

What We Are Looking For

Experience

• 10–15+ years leading enterprise technology partnerships in Cloud, AI, SaaS, or data platforms
• Proven experience with hyperscalers (AWS, Azure, GCP, Oracle), data platforms (Snowflake, Databricks), OEMs (NVIDIA, Dell), and GSIs
• Demonstrated success building reseller and distribution models, including Carahsoft
• Track record scaling partner organizations from early‑stage revenue to multi‑million‑dollar impact

Leadership & Execution

• Builder mindset with the ability to operate strategically and hands‑on
• Strong channel sales operations and program design expertise
• Executive presence with excellent negotiation and communication skills

Technical & Market Acumen

• Solid understanding of Cloud, AI/ML, and enterprise data ecosystems
• Ability to translate technical capabilities into compelling partner value propositions

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.