Director of Technology Partnerships

Bland; San Francisco (CA); Hybrid; USD 160,000 - 240,000; Full time

Job summary

Bland AI in San Francisco is seeking a seasoned Partnerships Manager to identify, source, and launch technology partnerships with enterprise-grade platforms. You will own a portfolio of partnerships, work with product and engineering teams on integrations, and lead negotiations.

You will build go-to-market plans, establish quarterly business reviews, and develop repeatable playbooks to scale the ecosystem. The role demands 5+ years in B2B tech partnerships, strong cross-functional influence, and

Qualifications

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

Responsibilities

• Identify, evaluate, and source new technology partners across software, telecom, and contact center platforms; build relationships from outreach to launch.
• Own and grow a portfolio of partnerships; establish shared priorities and develop relationships across business, technical, and executive stakeholders.
• Build business cases for partnerships based on customer demand, revenue potential, and implementation effort.

Skills

Partnership management

B2B tech partnerships

Sales & marketing alignment

Strategic communication

APIs & integrations fluency

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... {