Director, Technology Partnerships

BlackLine Systems, Inc.; Seattle (WA); Hybrid; USD 193,000 - 242,000; Full time

Job summary

BlackLine is seeking a Director of Strategic Technology Partnerships (AI & Cloud) to shape the company’s AI and cloud strategy. You will own deep relationships with OpenAI, Anthropic, AWS, Google Cloud, Snowflake and drive joint integrations and co-development roadmaps with engineering.

This senior IC/lead role blends product strategy, business development, and engineering: influence API schemas, data pipelines, and enterprise compliance while coordinating with product, legal, and marketing to

Qualifications

• Bachelor’s degree in Computer Science, Engineering, Business, or a related field.
• 10+ years managing strategic product-to-product technical alliances involving API integrations, cloud infrastructure (AWS/GCP), or foundation AI models (LLMs).
• Experience with co-development lifecycles, not just commercial contract negotiation.
• Hands-on technical background (PM, Solutions Architect, TAM, or Software Engineer) with API docs, LLM latency/cost trade-offs, and data-flow architecture.
• Experience managing relationships with major AI, cloud, or data platform providers (AWS, Google Cloud, Snowflake, OpenAI, Anthropic).
• Track record delivering complex technical integrations or joint solutions.
• Experience operating inside a product/engineering org; excellent executive communication; builder mindset with cross-functional influence.

Responsibilities

• AI Ecosystem Strategy & Engineering Alliances: Build deep, roadmap-level relationships with AI and hyperscaler engineering teams.
• Technical & Product Co-Development: Architect joint integrations with OpenAI, Anthropic, and AWS; define API schemas and data pipelines with PMs and chief architects.
• Strategic Planning: Develop a tech partnership strategy aligned to AI-native product development, platform scalability, and enterprise compliance.
• Cross-Functional Collaboration: Work with product, engineering, and legal to advance partnership commitments and translate capabilities into briefs.
• Roadmap Influence: Represent BlackLine’s requirements in partner product planning conversations.
• Co-Marketing & Positioning: Coordinate with marketing on narratives tied to partner integrations.

Skills

Strategic alliances

API integrations

Cloud infrastructure

Executive communication

Product-management background

Solutions Architect background

Education

Bachelor's degree in Computer Science, Engineering, or Business

Job description

Make Your Mark: BlackLine is looking for a Director of Strategic Technology Partnerships (AI & Cloud) to build and manage strategic relationships with the AI and cloud technology providers powering the next generation of our platform. This is a senior individual contributor and leadership role sitting inside the Product & Technology organization. You will own the relationships that matter most to BlackLine’s technical roadmap — Anthropic, OpenAI, Google, AWS, Snowflake, and others — and turn those relationships into joint integrations, co-development agreements, co-marketing opportunities, and roadmap influence. This role sits at the intersection of product strategy, business development, and engineering; you will need fluency in all three. This is not a Channel/Reseller Management role. You will not be managing SIs, VARs, or referral pipelines. This is not an IT Project Management or Program Delivery role. You are not managing internal IT implementation timelines. This is not a traditional BD “deal-signing” role. You will not just hand off signed agreements; you will actively shape product integration architecture and co-development roadmaps alongside engineering.

Responsibilities

• AI Ecosystem Strategy & Engineering Alliances: Build deep, roadmap-level relationships with AI and hyperscaler engineering teams. Secure early developer access to next-generation models and cloud capabilities to directly influence BlackLine’s internal R&D.
• Technical & Product Co-Development: Act as the primary business-technical architect for joint integrations with OpenAI, Anthropic, and AWS. Collaborate directly with BlackLine Product Managers and Chief Architects to define API schemas, data-sharing pipelines, and early-access model evaluation.
• Strategic Planning: Develop and maintain a technology partnership strategy aligned to BlackLine priorities — AI-native product development, platform scalability, and enterprise compliance (e.g., FedRAMP). Define success metrics for each partnership and report progress to P&T leadership and ExCo.
• Cross-Functional Collaboration: Partner closely with product management, engineering, and legal to advance partnership commitments through internal governance. Translate partner capabilities into product opportunity briefs for P&T leadership.
• Roadmap Influence: Maintain a clear view of each partner’s product roadmap and represent BlackLine’s technical requirements and use cases in partner product planning conversations.
• Co-Marketing & Positioning: Coordinate with marketing on co-marketing and analyst-facing narratives tied to partner integrations.

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 the enterprise SaaS or FinTech industry.
• A strong network within the AI and cloud technology partner ecosystem.

Thrive at BlackLine Because You Are Joining: 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.

Wondering what it’s like to work at BlackLine? Don’t take our word for it. We’ve been voted Best Place to Work by Inc. Magazine four years in a row. Built in LA ranks us in their top 100 Best Places to Work in LA. Reviewers on Glassdoor say we have “smart and kind people,” “phenomenal culture,” and “good work/life balance.” Sound good? Check out our open positions and see if there’s a fit for you.

At BlackLine, we follow a comprehensive recruitment process which is undertaken by our talent acquisition team. We conduct personal interviews of all potential job seekers and do not follow practice of making employment offers based solely on a candidate’s resume. We do not solicit any payment under the name of security deposit and/or visa/work-permit processing fee, etc., either refundable or non-refundable, at any stage of the recruitment process.