Director, Strategic Technology Partnerships (AI & Cloud

BlackLine; Pleasanton (CA); On-site; USD 193,000 - 242,000; Full time

Job summary

BlackLine seeks a senior technical partnerships leader to own our relationships with AI and cloud providers, shaping integrations, co-development roadmaps, and architectural roadmaps. You will bridge Product, Engineering, and partner teams to define APIs, data flows, and early-access models.

The role sits in Product & Technology, requiring fluency across product, engineering, and business development, with a track record of negotiating technical alliances and delivering joint solutions.

Qualifications

• 10+ years managing strategic, product-to-product technical alliances involving API integrations and cloud infrastructure.
• Hands-on technical background with the ability to parse API docs and evaluate LLM latency/cost trade-offs.
• Experience managing relationships with major AI, cloud, or data platform providers (AWS, Google Cloud, Snowflake, OpenAI, Anthropic).

Responsibilities

• Act as the primary business-technical architect for joint integrations with OpenAI, Anthropic, and AWS.
• Build roadmap-level relationships with AI lab and hyperscaler engineering teams.
• Maintain knowledge of partner roadmaps and represent BlackLine's architecture needs.
• Develop a technology partnership strategy aligned to AI-native product development and enterprise compliance.
• Collaborate with product management, engineering, and legal to advance commitments.
• Coordinate with marketing on integration-focused co-marketing.

Skills

Technical alliances

Executive communication

Cross-functional collaboration

API integrations

Solutions architecture

Education

Bachelor’s degree in CS/Engineering/Business

Tools

AWS

Google Cloud

Snowflake

OpenAI

Anthropic

Job description

BlackLine is looking for a technical partnerships leader to own our relationships with Anthropic, OpenAI, Google, AWS, Snowflake, and others, and turn those relationships into joint integrations, co-development agreements, and roadmap influence. This role sits at the intersection of product strategy, business development, and engineering; you will need fluency in all three. You'll act as the business-technical bridge between BlackLine's Product & Engineering organization and partner engineering teams, defining API schemas, data-sharing pipelines, and early-access model evaluations that shape our roadmap.

This is a senior individual contributor and leadership role sitting inside the Product & Technology organization. If your background is Product Management, Solutions Architecture, Technical Account Management, Software Engineering, or Business Development, and you've built and negotiated technical alliances, this role was built for you.

This is not:

• A Channel/Reseller Management role — no SIs, VARs, or referral pipelines
• An IT Project Management or Program Delivery role — no internal implementation timelines
• A traditional BD "deal-signing" role — you'll shape integration architecture and co-development roadmaps directly alongside engineering, not just hand off signed agreements

What You'll Do

Technical & Product Co-Development: Act as the primary business-technical architect for joint integrations with OpenAI, Anthropic, and AWS. Work directly with BlackLine Product Managers and Chief Architects to define API schemas, data-sharing pipelines, and evaluate early-access models — including latency, cost, and context-window trade-offs.

AI Ecosystem Strategy & Engineering Alliances: Build roadmap-level relationships with AI lab and hyperscaler engineering teams. Secure early developer access to next-generation models and cloud capabilities to directly inform BlackLine's internal R&D.

Roadmap Influence: Maintain a working knowledge of each partner's technical roadmap and represent BlackLine's architecture requirements and use cases in partner product planning conversations.

Strategic Planning: Develop a technology partnership strategy aligned to AI-native product development, platform scalability, and enterprise compliance (e.g., FedRAMP). Define success metrics for each partnership and report to P&T leadership and ExCo.

Cross-Functional Collaboration: Partner with product management, engineering, and legal to advance partnership commitments through technical and internal governance review.

Co-Marketing & Positioning: Coordinate with marketing on integration-focused, technically accurate co-marketing and analyst narratives.

What You’ll Bring

• Bachelor’s degree in Computer Science, Engineering, Business, or a related field.
• 10+ years managing strategic, product-to-product technical alliances specifically involving API integrations, cloud infrastructure (AWS/GCP), or foundation AI models (LLMs). Experience must include co-development lifecycles, not just commercial contract negotiation.
• Hands-on technical background (e.g., prior experience as a Product Manager, Solutions Architect, Technical Account Manager, or Software Engineer) with the ability to confidently parse API documentation, evaluate LLM latency/cost trade-offs, and discuss data flow architecture.
• Demonstrated experience managing relationships with major AI, cloud, or data platform providers (e.g., AWS, Google Cloud, Snowflake, OpenAI, Anthropic, or similar).
• Track record of negotiating and delivering complex technical integrations or joint solutions — not just signing agreements.
• Experience operating inside a product and engineering organization, or working closely alongside one.
• Excellent executive communication and presence with senior stakeholders, internally and at partner organizations.
• Builder orientation, with comfort operating in ambiguity and the ability to influence cross-functionally without direct authority.

We're Even More Excited If

• MBA or other advanced degree.
• Experience in enterprise SaaS or FinTech.
• A strong network within the AI and cloud technology partner ecosystem.
• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.

BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.

Salary Range

$193,000.00-$242,000.00

Pay Transparency Statement

Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.

In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.

We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model – for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.

Accommodations

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.