Partner Program Director

Founded in 2012, H2O.ai is at the forefront of the AI movement to democratize Generative AI. H2O.ai’s open-source Generative AI and Enterprise h2oGPT, combined with Document AI and the award-winning autoML Driverless AI, have transformed more than 20,000 global organizations and over half of the Fortune 500 and household brands, including AT&T, Commonwealth Bank of Australia, Chipotle, ADP, Workday, Progressive Insurance, and AES. 

Our “AI for Good” program supports nonprofit groups, foundations, and communities in their efforts to advance education, healthcare, and environmental conservation, including identifying areas vulnerable to natural disasters and protecting endangered species.

We have a vibrant community of two million data scientists worldwide and aim to bring together the world’s top data scientists with customers to co-create GenAI applications that are usable and valuable by everyone. Business users can now leverage the power of LLMs to enhance productivity with enterprise applications.

H2O.ai is a Visionary in the 2024 Gartner® Magic Quadrant™ for Data Science and Machine Learning Platforms. We are the only provider in the market to offer both Predictive AI and Generative AI on premise and air gapped, in addition to supporting all cloud environments. 

About This Opportunity

The Partner Program Director will support the creation, positioning and implementation of partner programs and other channel-focused initiatives impacting the overall partner experience and portability. 

Responsibilities will extend to development, communication, management & operations of channel-facing activities supporting the needs and goals of the channel partners, channel leadership and H2O overall. 

The ideal candidate must be a self-starter, detail & data oriented, & results-driven individual, with strong interpersonal skills who can adapt well to a fast-paced environment and has an executive presence. This position is remote and can be located anywhere in the United States. Travel may be required.

What You Will Do  

• Lead day to day and help improve channel focused initiatives. 
• Drive partner revenue targets by helping to qualify Partner Lead opportunities. 
• Own aligning Partner Sales teams with H2O.ai teams. 
• Prepare channel dashboards and pull data points for sales teams and executive management, with a strong focus on joint Pipeline development and tracking. 
• Collaborate with internal partners to improve the end-to-end partner experience, operationalize program framework & sales processes, & roll out channel offers and incentives. 
• Work in collaboration with the global partner team and Marketing to support the roll out and channel adoption of programs and initiatives globally. 
• Build, deliver, and maintain program content and collateral (presentations, program guides, bulletins, and communications) by maximizing internal resources. 
• Work with cross-functional teams to improve partner program processes and resolve partner program issues. Manage, track and report specific program initiatives. 
• Develop and maintain H2O’s partner policies, processes, and systems (CRM, Salesforce) 
• Capture, analyze and report on partner program operational metrics. Ability to present partner program overview to new partners, eld sellers and assist in onboarding new partners 
• Work with cross functional team members to review partner experience across Partner Journey (recruitment, on-boarding, and ramp to revenue process) to drive strong partner loyalty. 
• Other partner related duties as needed.
• Ability to travel up to 30-35%.

What We Are Looking For

• Bachelor’s Degree or equivalent.
• Minimum of 5 years of channel program and channel operations experience.
• Strong background in Cloud/SaaS channel programs. 
• Strong Channel Operations experience or similar sales operations experience / skills.
• Demonstrated experience working with indirect routes to market for VARs, Distributors and MSSP, partnerships and alliance programs.
• Experience with channel programs and tools.
• Demonstrated ability to work independently and proactively under pressure, leading several projects simultaneously with minimal direction.
• Ability to work optimally and collaboratively in a distributed team environment.
• Demonstrated negotiation, verbal and written communication skills. Basic understanding of key technologies and markets, competitive forces and trends. 
• Strong presentation skills.
• Excellent interpersonal/customer relations skills.
• Strong sense of initiative and detail for channel operations and programs.
• Ability to assess complex situations, and provide solutions for operational efficiency and improving partner experience.

Why H2O.ai?

• Market Leader in Total Rewards
• Remote-Friendly Culture
• Flexible working environment
• Be part of a world-class team
• Career Growth
• Base Salary Range $170,000 - $200,000

H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis.

H2O.ai is an innovative AI cloud platform company, leading the mission to democratize AI for everyone. Thousands of organizations from all over the world have used our cutting-edge technology across a variety of industries. We’ve made it easy for people at all levels to generate breakthrough solutions to complex business problems and advance the discovery of new ideas and revenue streams. We push the boundaries of what is possible with artificial intelligence. 

H2O.ai employs the world’s top Kaggle Grandmasters, the community of best-in-the-world machine learning practitioners and data scientists. A strong AI for Good ethos and responsible AI drive the company’s purpose.

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