Partner Director

MicroStrategy•Tysons, VA

1d•$129,900 - $233,700•Hybrid

About The Position

Strategy is seeking a Partner Director to drive partner-sourced revenue by integrating Mosaic AI into modern AI and data architectures. This role focuses on ISV-attach and ecosystem architecture, aiming to embed the Mosaic semantic layer into solutions recommended by hyperscalers, ISVs, and system integrators. The position involves establishing Mosaic as a recommended component within Google Cloud's agentic AI architecture, partnering with industry-focused system integrators to attach Mosaic to leading data-platform ISVs, and co-packaging Mosaic with complementary ISVs for joint reference architectures. Success will be measured by partner-sourced and influenced pipeline and revenue, the number of reference architectures and packaged solutions featuring Mosaic, and its standing in partner-recommended architectures.

Requirements

BA/BS required; MBA preferred.
10+ years in partner/alliance management, ISV alliances, ecosystem development, sales leadership, or solutions/pre-sales leadership.
Demonstrated experience driving partner-sourced or partner-influenced revenue through attach, co-sell, or ecosystem motions.
Proven ability to get a product or platform designed into partner or hyperscaler reference architectures (i.e., influence without authority across external ecosystems).
Direct experience with data-platform ISVs such as Databricks, Snowflake, or comparable, and the ecosystems around them.
Strong technical credibility — able to lead architecture-level conversations with partner architects, specialists, and customer technical leadership.
Experience working through system integrators to embed or attach a product into repeatable, vertical solution offers.
Strong relationship-management and executive-influence skills across partner and customer stakeholders.

Nice To Haves

Working knowledge of Google Cloud's AI/agentic stack (Gemini, Vertex AI, agent-builder patterns) and where a semantic/data layer fits in agentic and RAG/data-grounding architectures.
Experience with cloud marketplace packaging and listing (Google Cloud Marketplace, Microsoft commercial marketplace) — private offers, packaging, and partner routing.
Familiarity with the semantic layer / enterprise BI & analytics category and the AI-data-readiness landscape.
Experience building or co-building packaged ISV solutions and joint go-to-market offers.

Responsibilities

Architecture influence & technical evangelism: Get Mosaic written into Google Cloud's recommended agentic AI reference architectures, working with Google Cloud teams to make the semantic layer a default element of Gemini/Vertex agentic data-grounding patterns. Develop and evangelize joint reference architectures positioning Mosaic as the semantic/data layer alongside Databricks, Snowflake, and other ISVs. Build the technical and business narrative for Mosaic as the "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). Develop joint value propositions and packaged offers with strategic ISVs.
Go-to-market & revenue: Develop annual strategic plans and performance goals for partnerships and ecosystem motions. Drive joint sell-with and partner-led activities through go-to-market plays. Generate net-new logos through partner-sourced pipeline. Support Strategy's field sales organization through partner engagement. Drive joint engagement through partner-led and industry events.
Operations & enablement: Track 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 post-sales issues. Build and maintain relationships across Google, ISV, and SI partner personnel.