Partner Director at Strategy in Tysons Corner, VA

Job description

The Role: We are looking for a  Partner Director  to drive  partner-sourced revenue by making Mosaic AI an embedded, recommended component of the modern AI and data architecture . This is an  ISV-attach and ecosystem-architecture role , not a transactional resale seat: your mandate is to get the Mosaic semantic layer designed  into  the solutions that hyperscalers, ISVs, and system integrators recommend and build for their customers. Location:  Tysons Corner, VA (HQ, in-person preferred). Highly qualified remote candidates in the Central or Eastern U.S. will be considered.  Your Focus: Google agentic attach  — establish Mosaic as the recommended semantic/data layer within Google Cloud's agentic AI architecture (Gemini, Vertex AI, and agent-builder patterns), so that Google field, specialist, and PSO teams position Mosaic by default when designing agentic and data-grounding solutions. ISV attach through industry-focused SIs  — attach Mosaic to leading data-platform ISVs (Databricks, Snowflake, and similar) by partnering with  industry-focused system integrators  who already run those practices and own marketplace packaging, embedding Mosaic into their repeatable, vertical solution offers. ISV co-packaging & reference architectures  — co-package Mosaic with complementary ISVs and drive  joint reference architectures  that position the semantic layer as essential infrastructure for AI-ready data, taking those validated solutions to market. Success is measured by  partner-sourced and partner-influenced pipeline and revenue , the number of reference architectures and packaged solutions in which Mosaic is a designed-in component, and Mosaic's standing in partner- and hyperscaler-recommended architectures. Key Responsibilities: Architecture influence & technical evangelism Get Mosaic written into  Google Cloud's recommended agentic AI reference architectures , working with Google Cloud architecture, specialist, PSO, and partner teams to make the semantic layer a default element of Gemini/Vertex agentic data-grounding patterns. Develop and evangelize  joint reference architectures  that position Mosaic as the semantic/data layer alongside Databricks, Snowflake, and other ISVs, in partnership with Product Management, Sales Engineering, and Solution Architecture. Build the technical and business narrative that makes Mosaic the obvious "design-in" choice for AI-ready, governed data. ISV attach & SI orchestration Identify and engage  industry-focused system integrators  with established Databricks, Snowflake, and cloud data practices; co-build vertical solution offers with Mosaic embedded. Drive  marketplace packaging  of joint solutions (Google Cloud Marketplace and partner offers), working with SIs and ISVs on listing, packaging, and routing. Develop joint value propositions and packaged offers with strategic ISVs that attach Mosaic to their platforms and motions. Go-to-market & revenue Develop annual strategic plans and performance goals for the partnerships and ecosystem motions under management. Drive joint sell-with and partner-led activities through go-to-market plays in collaboration with Product Management, Marketing, Sales Engineering, and Field Sales. Generate  net-new logos through partner-sourced pipeline  via attach, co-sell, joint marketing, and account-planning sessions. Support Strategy's field sales organization through partner engagement for partner-influenced opportunities. Drive joint engagement through partner-led and industry events in collaboration with Field Marketing and Sales. Operations & enablement Track all opportunities, pipeline, and bookings; provide forecasts and funnel-management reporting focused on  partner-sourced revenue . Provide content for partner training curriculum, reference-architecture enablement, and sales enablement. Serve as an escalation point for pre-sales and