Sr Director - AI Strategic Partnerships

Virtusa; Fremont (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

Virtusa is seeking a Strategic Partnerships Manager to lead relationships with the world’s leading AI labs and SI partners. You will be the primary architect for moving experiments to production-grade deployments, ensuring our teams have access, training, and co-selling support to win enterprise engagements.

In this role you will monitor new model releases, coordinate with sales on big opportunities, and manage contracting and compliance to meet data privacy and ethical AI standards across

Qualifications

• Experience: 5+ years in Partnerships, Alliances, or Channel Management within SaaS or SI ecosystem.
• AI literacy: strong understanding of Generative AI landscape and related workflows.
• Network: existing connections within AI labs partnerships is a plus.
• Communication: ability to translate tech capabilities into business value for leadership.

Responsibilities

• Alliance Management: Secure and manage formal partnership status with Tier-1 AI providers (OpenAI, Anthropic, etc.).
• GTM Strategy: Develop joint 'Go-To-Market' strategies to identify high-value use cases for mutual clients.
• Ecosystem Navigation: Stay ahead of model releases and brief internal teams before public launches.
• Co-Selling & Pipeline: Collaborate with partners' sales teams to identify enterprise leads needing services.
• Contracting & Compliance: Manage legal and commercial frameworks, ensuring data privacy and ethical AI standards.

Skills

AI literacy

Communication

Networking

Job description

Company Background

Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, Healthcare & Life Sciences, Insurance, and telecommunications, technology and media.

With over 27,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths, uncover opportunities, and accelerate their path to digital transformation through the use of our Digital Transformation Studios (DTS).

We blend unique perspectives and proven expertise across consulting, design and engineering disciplines. We challenge convention, and one another, to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether it's the digital enterprise, mobile wallet, the IoT or virtual reality, we're investing, experimenting, tinkering and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology, domain expertise and technology innovation, we deliver growth through differentiated solutions. We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services.

For more information, please visit http://www.virtusa.com/

Role Overview

As our Strategic Partnerships Manager, you will be the primary architect of our relationships with the world’s leading AI labs, including Anthropic, OpenAI, and Perplexity. Your mission is to ensure our SI firm is the preferred delivery partner for their enterprise customers. You will navigate the transition from \"experimental pilot\" to \"production-grade deployment\", ensuring our technical teams have the access, training, and co-selling support they need to win.

Key Responsibilities

• Alliance Management: Secure and manage formal partnership status with Tier-1 AI providers (OpenAI, Anthropic, etc.).


• GTM Strategy: Develop joint \"Go-To-Market\" strategies to identify high-value use cases for our mutual clients.


• Ecosystem Navigation: Stay ahead of the curve on new model releases (e.g., Claude 4, GPT-5) and ensure our internal teams are briefed before the public launch.


• Co-Selling & Pipeline: Work with the partners' sales teams to identify enterprise leads that require professional services and integration.


• Contracting & Compliance: Manage the legal and commercial frameworks, ensuring data privacy and ethical AI standards are met in all partnership agreements.

Qualifications

• Experience: 5+ years in Partnerships, Alliances, or Channel Management within the SaaS or SI ecosystem.


• AI Literacy: A strong understanding of the Generative AI landscape, including the differences between foundational models, RAG (Retrieval-Augmented Generation), and agentic workflows.


• Network: Existing connections within the partnerships departments of major AI labs is a significant plus.


• Communication: Ability to translate complex technical capabilities into clear business value for C-suite stakeholders.