Director, Technology Partnerships

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

Job summary

BlackLine is seeking a Director of Technology Partnerships to lead strategic relationships with AI and cloud providers powering our platform. You will drive joint integrations, co-development agreements, and roadmap influence across product, engineering, and security teams.

This senior role requires executive presence, deep API and architecture fluency, and the ability to influence without direct authority.

Qualifications

• Bachelor's degree in CS, Engineering, or Business.
• 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.
• Experience operating inside a product and engineering organization, or working closely alongside one.
• Strong technical fluency - able to discuss APIs, architecture, and integration design.
• Excellent executive communication with senior stakeholders.

Responsibilities

• Partner Relationship Management: Own executive and working-level relationships with BlackLine's strategic technology partners.
• Integration & Co-Development: Drive joint integration efforts from scoping through GA with cross-functional teams.
• Strategic Planning: Develop and maintain a technology partnership strategy aligned to AI-native product development and enterprise compliance.
• Cross-Functional Collaboration: Work with product management, engineering, and legal to advance partnership commitments.
• Roadmap Influence: Maintain a view of partner product roadmaps and represent BlackLine's technical needs.
• Co-Marketing & Positioning: Coordinate with marketing on partner integrations and narratives.

Education

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

Job description

Make Your Mark:

BlackLine is looking for a Director of Technology Partnerships 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.

Responsibilities

• Partner Relationship Management: 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.
• Integration & Co-Development: 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.
• 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 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.

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 upon 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.

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.