H2O.ai · 18 hours ago
Vice President Partnerships, North America
United States
Full-time
Remote
Director/Executive
10+ years expH2O.ai is a leading AI company on a mission to democratize AI. They are seeking a Vice President of Partnerships, North America to build and scale a high-impact partner ecosystem that accelerates enterprise and public sector growth.
AnalyticsArtificial Intelligence (AI)Machine LearningSoftware
Responsibilities
Define and execute the North America partner strategy aligned with company growth objectives
Own partner-sourced and partner-influenced revenue targets
Establish partner segmentation, investment models, and success metrics
Lead executive relationships and joint business planning with AWS, Microsoft Azure, Google Cloud, and Oracle Cloud
Drive co-sell motions, marketplace initiatives, and field alignment
Own strategic partnerships with Snowflake and Databricks, including joint solutions, reference architectures, and co-sell execution
Enable field alignment and joint value propositions across enterprise analytics, AI, and GenAI workloads
Lead strategic partnerships with NVIDIA and Dell Technologies, including joint GTM execution and field enablement
Partner with product and engineering teams on integrations and solution validation
Build and scale relationships with GSIs and leading consulting firms to drive enterprise and public sector adoption
Enable services-led delivery models that create durable platform pull-through
Scale the reseller and distributor ecosystem, including Carahsoft, regional VARs, and boutique AI services partners
Support partner success across public sector and regulated industries
Align partner sales teams with H2O.ai sales through joint planning, pipeline reviews, and deal governance
Design and operationalize partner programs, incentives, and lifecycle management
Own partner systems, processes, and reporting, including Salesforce and CRM integrations
Qualification
Required
10–15+ years leading enterprise technology partnerships in Cloud, AI, SaaS, or data platforms
Proven experience with hyperscalers (AWS, Azure, GCP, Oracle), data platforms (Snowflake, Databricks), OEMs (NVIDIA, Dell), and GSIs
Demonstrated success building reseller and distribution models, including Carahsoft
Track record scaling partner organizations from early-stage revenue to multi-million-dollar impact
Builder mindset with the ability to operate strategically and hands-on
Strong channel sales operations and program design expertise
Executive presence with excellent negotiation and communication skills
Solid understanding of Cloud, AI/ML, and enterprise data ecosystems
Ability to translate technical capabilities into compelling partner value propositions
Benefits
Market Leader in Total Rewards
Remote-Friendly Culture
Flexible working environment
Career Growth
Company
H2O.ai
H2O.ai is a machine learning platform that builds smart applications.
201-500 employees
H1B Sponsorship
H2O.ai has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3)
2024 (1)
2023 (2)
2021 (4)
2020 (5)
Funding
Current Stage
Late StageTotal Funding
$251.1MKey Investors
Commonwealth Bank of AustraliaWells FargoPaxion Capital Partners
2023-05-12Secondary Market
2021-11-07Series E· $100M
2019-08-20Series D· $72.5M
Leadership Team
Sri Ambati
Founder and Chief Executive Officer
Arno Candel
Chief Technology Officer
Recent News
2025-10-29
Company data provided by crunchbase