Director, Technology Partnerships

Jobtailor

Seattle (WA)

On-site

USD 180,000 - 260,000

Full time

14 days+

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Job summary

BlackLine is seeking a senior technology partnerships leader to own executive and working-level relationships with AI providers, cloud hyperscalers, and data platform vendors in Seattle. You will drive joint integrations from scoping to GA, collaborating across engineering, product, and security teams to ensure successful delivery.

The role requires strong technical fluency, proven experience negotiating complex technical collaborations, and the ability to influence senior stakeholders.

Qualifications

10+ years in technology partnerships, business development, or technical alliance management.
Demonstrated experience managing relationships with major AI, cloud, or data platform providers (e.g., AWS, Google Cloud, Snowflake, OpenAI, Anthropic).
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.
Strong technical fluency — able to hold a substantive conversation with an engineering team about APIs, architecture, and integration design.
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.

Responsibilities

Own executive and working-level relationships with BlackLine’s strategic technology partners — AI providers, cloud hyperscalers, and data platform vendors.
Serve as the primary point of contact for partner-initiated opportunities and escalations.
Drive joint integration efforts from scoping through GA, working cross-functionally with BlackLine engineering, product, and security teams.
Negotiate technical collaboration agreements, including API access, early model access, and data-sharing arrangements.
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.
Partner closely with product management, engineering, and legal to advance partnership commitments through internal governance.
Maintain a clear view of each partner’s product roadmap and represent BlackLine’s technical requirements in partner planning conversations.
Coordinate with marketing on co-marketing and analyst-facing narratives tied to partner integrations.

Skills

Technology Partnerships Management

Negotiation of Technical Agreements

Integration Design and Architecture

Executive Communication

Cross-Functional Collaboration

Education

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

Tools

AWS

Google Cloud

Snowflake

OpenAI

Anthropic

Job description

Own executive and working-level relationships with BlackLine’s strategic technology partners — AI providers, cloud hyperscalers, and data platform vendors.
Serve as the primary point of contact for partner-initiated opportunities and escalations.
Drive joint integration efforts from scoping through GA, working cross-functionally with BlackLine engineering, product, and security teams.
Negotiate technical collaboration agreements, including API access, early model access, and data‑sharing arrangements.
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.
Partner closely with product management, engineering, and legal to advance partnership commitments through internal governance.
Maintain a clear view of each partner’s product roadmap and represent BlackLine’s technical requirements in partner planning conversations.
Coordinate with marketing on co‑marketing and analyst‑facing narratives tied to partner integrations.

Requirements

Bachelor’s degree in Computer Science, Engineering, Business, or a related field.
10+ years in technology partnerships, business development, or technical alliance management.
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.
Strong technical fluency — able to hold a substantive conversation with an engineering team about APIs, architecture, and integration design.
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.

Core Competencies

Demonstrates expertise in managing technology partnerships and driving integration efforts, with a strong focus on AI, cloud, and data platforms. Proven ability to negotiate technical agreements and communicate effectively with senior stakeholders while aligning partnership strategies with organizational goals.

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