VP of Partnerships

Who We Are

At Gretel, our mission is to build the best developer platform for synthetic data.  Gretel's APIs automatically fine-tune AI models to generate synthetic data on-demand while protecting privacy and maintaining the utility and accuracy of the original data.  Our platform solves the data bottleneck problem for developers, data scientists, and AI/ML researchers across multiple modalities.

We’re a highly collaborative remote-first company with employees across the US and Canada. Our innovative and transparent culture offers employees the autonomy, tools, and trust to act like owners and we're looking for a sales-minded, technically-proficient, hands-on VP of Partnerships to join our mission!

The Impact You’ll Have

As the VP of Partnerships, you’ll drive transformative, asymmetric growth by developing and scaling strategic partnerships. Your role is the anchor between Gretel and our highest impact partners, developing and executing long-term partner strategies, building and cultivating executive relationships, and leading a best-in-class global team with a direct impact to strategic objectives. We’re seeking a hands-on leader who can deliver results and grow our partner ecosystem, including cloud and technology partners. You’ll work closely with the Head of CX and Delivery to craft the strategy and identify the partners, including MSPs and GSIs, that can accelerate delivery and adoption of our solutions across industries. 

In tandem with marketing and sales, you’ll focus on co-marketing and co-selling opportunities, producing high-quality leads by working collaboratively with new and existing partners. You and your team will earn trust across our partners and joint customers, identify strategic opportunities for growth, uncover new synthetic data use cases, establish partner roadmaps and actionable program plans, capture requirements to accelerate our co-sell motions, and orchestrate collaboration across Gretel and our partner ecosystem.

As a leader and integral part of the GTM organization, your direct and indirect sales experiences, relationship-building, business acumen, and passion for and/or experience with advanced AI systems are crucial. You must be able to work with and motivate highly technical partners, as well as numerous internal teams, including sales, marketing, product, applied science, and engineering. You will report to the VP of Sales & GTM and align your partner program's goals and initiatives with those of the company and other key stakeholders.

Responsibilities:

• Own the development of a multi-year, multi-faceted partner GTM strategy that aligns with Gretel's growth objectives and directly impacts revenue, working closely with Gretel’s executive leadership.

• Architect and execute joint business plans that translate complex, evolving market dynamics into actionable partnership strategies. 

• Lead existing strategic partnerships, including Google Cloud (GCP), Amazon Web Services (AWS), Microsoft Azure, Databricks, and Snowflake, while identifying, evaluating, prioritizing and engaging new prospective partners.

• Develop and support a culture of high performing teams aligned to Gretel and partner business priorities. 

• Build, manage, and nurture relationships with partner executives, up to the C-level, ensuring strategic alignment and engagement in the partnership to expand our co-selling motions.

• Develop a deep understanding of our solutions, use cases, ecosystem, and partners’ needs, in order to collaborate with Gretel’s product, applied science, and engineering teams on partner-related roadmap priorities.

• Partner with marketing and product teams on lead generation campaigns, go-to-market and partner enablement content and sessions, and documentation to support the partner co-sell motion.

• Design and implement internal sales team and external partner enablement programs and assets that facilitate collaboration across our partner ecosystems to drive material pipeline and revenue growth.

• Engineer partner processes for efficiency, grounded in data-driven frameworks, which improve partner engagement, maximize revenue generation, and accelerate each partnership’s performance. 

• Work with the Head of CX & Delivery to identify prospective delivery partners and ensure that they successfully deliver customer outcomes in accordance with Gretel’s best practices. 

• Develop processes to track and improve partner engagement and revenue, as well as setting and achieving OKRs and KPIs to measure against strategic business outcomes.

• Support industry evangelism of the product to drive visibility and engagement. 

• Travel up to 40%-50% to lead strategic partnership meetings and executive engagements, participate in industry events, facilitate partner enablement, contribute to strategic partnership co-sell deals, and support the development and growth of your organization.

Requirements:

• 10+ years of experience and success managing enterprise cloud, technology or ISV partnerships, with a proven track record of delivering measurable results. 

• 10+ years of experience working in enterprise technology sales, specifically cloud, data, and/or AI/ML.

• Proven leadership skills, with 10+ years of experience guiding cross-functional teams in fast-paced, innovative organizations.

• Demonstrated ability to develop and nurture partnerships with enterprise technology companies, influencing decision making at the C-suite or executive levels.

• Experience scaling technology partner programs with marked increase in revenue and retention.

• Experience translating complex market dynamics into actionable partnership strategies combined with tactical execution to capture partner opportunities.

• Experience communicating and negotiating with C-level executives, as well as teams from IT, lines of business, procurement, finance, and legal.

• Adept at navigating complex, high-value deals.

• Experience building repeatable processes to accelerate partner programs and co-sell motions.

• Domain expertise in the GenAI and data ecosystem, including how synthetic data and GenAI are utilized within strategic industries.

• Demonstrated experience working with a highly technical product and audiences; clear communication and the ability to quickly establish credibility with executive-level and highly technical individual contributors alike.

• Data-driven and capable of tracking and presenting measurable results and ROI clearly.

Nice To Have:

• Computer Science or Engineering degree, MBA preferred

• Experience working hands-on with machine learning products and/or tooling 

We think the best ideas come from the blending of diverse perspectives and experiences, which will lead to a stronger company and advancements in technologies.  We hire individuals whose peers call them subject matter experts, whose curiosity draws them to new edges of their field and who like to laugh.  We are deeply collaborative, apolitical and mission-oriented.

Gretel is an equal opportunity employer. Individuals seeking employment and employees at Gretel are considered without regard to race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status, or any other characteristic protected by applicable law. 

Accommodations: We celebrate diversity and are committed to creating an inclusive environment for all candidates and employees. If you need assistance or an accommodation due to a disability, please let your recruiter know.

Compensation

Employee compensation will be determined based on interview performance, level of experience, specialization of skills, and market rate. During the offer discussion, your recruiter will review the finalized base salary, bonus (for applicable roles), benefits and perks (additional information available on our career site), and stock options as they’ll be reflected in the offer letter. 

Employees hired in the U.S. and Canada can expect the below information to reflect a reasonable estimate of the salary offered for this role. Salary ranges are updated regularly using premium market data. (Please note: it is unusual for new hires to receive a base salary at the top of the range. Additionally, the value of Gretel.ai’s stock options is not included in the salary bands and may represent a significant portion of your compensation.)

VP of Partnerships, base salary $225,000 - $250,000 USD + variable bonus + stock options + benefits