Director of Technology Partnerships

Bland AI; San Francisco (CA); On-site; USD 160,000 - 240,000; Full time

Job summary

Bland AI is a San Francisco-based company building enterprise voice AI for high-volume call centers. We seek a Senior Partnerships Manager to identify and launch tech partnerships, manage a growing partner portfolio, and drive joint go-to-market initiatives from proof of value to scale.

You will collaborate with Product, Engineering, Sales, and Marketing to align strategies and deliver measurable customer outcomes.

Qualifications

• 5+ years of product partnership experience at a B2B technology company.
• Experience sourcing and launching partnerships and expanding existing relationships.
• Ability to discuss APIs, integrations, and customer workflows with product/engineering teams.

Responsibilities

• Identify, evaluate, and source new technology partners across complementary software, telecom, and contact center platforms. Build relationships from initial outreach through agreement and launch.
• Own and grow a portfolio of existing technology partnerships, establishing shared priorities across business, technical, and executive stakeholders.
• Build business cases for new partnerships based on customer demand, product fit, revenue potential, implementation effort, and ongoing support needs.
• Work with partners and Bland’s Product and Engineering teams to define joint use cases, align integration requirements, coordinate launches, and incorporate feedback into roadmap discussions.
• Lead partnership negotiations with support from leadership, Legal, and Finance, aligning commercial terms and responsibilities.
• Develop and execute joint go-to-market plans with Sales and Marketing, including positioning, co-selling, and campaigns to drive adoption and opportunities.
• Establish partner goals and run regular business reviews focused on integration adoption, partner-influenced pipeline, revenue, and outcomes.
• Identify and resolve barriers to partner success, clarify ownership, and maintain momentum from launch through growth.
• Use performance data to identify expansion opportunities and prioritize investments.
• Build repeatable playbooks, partner plans, and reporting to scale the ecosystem.

Skills

Partnership management

Technical fluency

Negotiation

Cross-functional collaboration

Strategic thinking

Autonomous工作

Job description

About Bland AI

Bland AI builds voice AI for enterprises with complex, high-volume call center operations. Our platform helps businesses automate customer conversations and complete the workflows behind them. By developing our own voice AI stack, we give enterprises greater control over the reliability, security, and customization of their deployments.

Core Responsibilities

1. Identify, evaluate, and source new technology partners across complementary software, telecom, and contact center platforms. Build relationships from initial outreach through agreement and launch.

2. Own and grow a portfolio of existing technology partnerships, establishing shared priorities and developing relationships across business, technical, and executive stakeholders.

3. Build business cases for new partnerships and expansion opportunities based on customer demand, product fit, revenue potential, implementation effort, and ongoing support needs.

4. Work with partners and Bland’s Product and Engineering teams to define joint use cases, align integration requirements, coordinate launches, and bring customer and partner feedback into roadmap discussions.

5. Lead partnership negotiations with support from leadership, Legal, and Finance, aligning commercial terms, incentives, commitments, and responsibilities around mutual value.

6. Develop and execute joint go-to-market plans with Sales and Marketing, including positioning, partner enablement, co-selling, and targeted campaigns that drive adoption and qualified opportunities.

7. Establish partner goals and run regular business reviews focused on integration adoption, partner-sourced and partner-influenced pipeline, revenue, and customer outcomes.

8. Identify and resolve barriers to partner success, clarify ownership across teams, and maintain momentum from initial launch through ongoing growth.

9. Use performance data to identify expansion opportunities, adjust underperforming initiatives, and prioritize where Bland invests time and resources.

10. Build repeatable playbooks, partner plans, and reporting. Use tools and automation to reduce manual coordination and help the ecosystem grow efficiently.

Requirements

• 5+ years of product partnership experience, including direct ownership of technology partnerships, platform alliances, or integration partnerships at a B2B technology company.

• A track record of both sourcing and launching new partnerships from scratch and managing and expanding existing relationships.

• Examples of partnerships you helped translate into measurable results, such as customer adoption, product capabilities, qualified pipeline, or revenue.

• Technical fluency sufficient to discuss APIs, integrations, and customer workflows with product and engineering teams and explain their value to commercial audiences.

• Experience developing partnership business cases, negotiating agreements, and aligning stakeholders around shared commitments.

• Strong execution across multiple teams: setting priorities, clarifying ownership, resolving blockers, and following through.

• Demonstrated ability to operate autonomously, exercise judgment, and make progress when the path is not fully defined.

Nice-to-Have Experience

• Background in voice AI, conversational AI, broader AI, telecommunications, contact center technology, or customer experience software.

• Familiarity with integration partnerships, joint solution development, co-selling, and co-marketing.

• Experience building partnership processes or programs at an early-stage or rapidly growing company.

• Experience navigating enterprise buying processes or working with customers in regulated industries.

Relevant industry experience is valuable, but it is not required. We welcome candidates who bring strong partnership fundamentals, curiosity, and the ability to learn a new market quickly.

Compensation & Benefits

• Annual cash compensation (OTE): $160,000–$240,0... {