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Sonar · 1 day ago

VP of AI & Technology Partnerships

United States

Full-time

Remote

Director/Executive

10+ years exp

Sonar is a company focused on improving code quality and security while enhancing developer productivity through AI solutions. The VP of AI & Technology Partnerships will lead strategic business development efforts, building partnerships with major AI model developers to create innovative solutions for developers.

Cyber SecurityDeveloper ToolsOpen SourceSoftware

No H1B

Responsibilities

Drive the execution of Sonar’s partnership strategy specifically with LLM providers and the broader Generative AI ecosystem, aligning closely with overall company growth objectives

Identify, evaluate, and prioritize strategic partnership opportunities. Conduct in-depth market analysis of the LLM landscape, tracking model releases, capabilities, and evolving partnership models

Build, nurture, and manage strong, long-term relationships with key technical, product, and business leaders at major LLM development companies and influential organizations in the AI space

Lead the end-to-end partnership lifecycle with LLM providers: define engagement models, negotiate complex agreements focused on licensing, model training, co-development of solutions, and drive deals to closure

Work closely with internal Sonar teams (Product Management, Engineering, Research, Legal, Marketing, Sales, Finance) to align on LLM partnership priorities, define technical requirements, develop joint solutions, ensure legal compliance, and advocate effectively for partners

Track, measure, and report on the performance and impact of LLM partnerships to senior leadership, including the CGO and CEO. Manage relationships post-deal to ensure mutual success, identify new collaboration opportunities, and optimize ongoing engagements as the LLM landscape evolves

Qualification

MBAAdvanced technical degreePartnership negotiationAI/ML knowledgeFoundation Models/LLMs expertiseBusiness development experienceData licensing experienceRelationship managementCross-functional collaborationDeal negotiation skills

Required

MBA or advanced technical degree (e.g., MSCS, MSEE) with a focus on AI/ML

Direct, hands-on experience negotiating partnerships specifically with or for major AI Foundation Model / LLM providers

Experience with data licensing, IP licensing, technology collaboration in the AI space

Deep understanding of the AI landscape, with specific, in-depth knowledge of Foundation Models / Large Language Models (LLMs): key providers (OpenAI, Anthropic, Google DeepMind, etc.), model capabilities & limitations, common APIs, typical partnership structures, and legal considerations

Established network within the AI / LLM developer community

10+ years of experience in business development, strategic alliances, technology partnerships, or related fields, preferably within the AI/ML and data science domains

Proven track record of successfully defining, negotiating, closing, and managing high-impact, technology-centric partnerships, ideally including experience working directly with AI/ML platform or model providers

Strong foundational knowledge of the software development lifecycle and ecosystem

Demonstrated ability to engage effectively with partners at both a deep technical level (understanding model architectures, APIs, integration challenges) and a strategic business level

Experience leading complex deal negotiations, including interpreting legal documents and working collaboratively with legal counsel on terms related to IP, data usage, liability, and service levels, particularly in the context of AI/ML services

Proven experience leading or significantly contributing to cross-functional teams to orchestrate and execute complex partnerships. Strong experience working directly with Product Management and Engineering/Research teams