Partner Director

MicroStrategy Services•Tysons Corner, VA

13h•Hybrid

About The Position

We are looking for a Partner Director to drive partner-sourced revenue by making Mosaic AI an embedded, recommended component of the modern AI and data architecture. This is an ISV-attach and ecosystem-architecture role, not a transactional resale seat: your mandate is to get the Mosaic semantic layer designed into the solutions that hyperscalers, ISVs, and system integrators recommend and build for their customers. Location: Tysons Corner, VA (HQ, in-person preferred). Highly qualified remote candidates in the Central or Eastern U.S. will be considered. Your Focus: Google agentic attach — establish Mosaic as the recommended semantic/data layer within Google Cloud's agentic AI architecture (Gemini, Vertex AI, and agent-builder patterns), so that Google field, specialist, and PSO teams position Mosaic by default when designing agentic and data-grounding solutions. ISV attach through industry-focused SIs — attach Mosaic to leading data-platform ISVs (Databricks, Snowflake, and similar) by partnering with industry-focused system integrators who already run those practices and own marketplace packaging, embedding Mosaic into their repeatable, vertical solution offers. ISV co-packaging & reference architectures — co-package Mosaic with complementary ISVs and drive joint reference architectures that position the semantic layer as essential infrastructure for AI-ready data, taking those validated solutions to market. Success is measured by partner-sourced and partner-influenced pipeline and revenue, the number of reference architectures and packaged solutions in which Mosaic is a designed-in component, and Mosaic's standing in partner- and hyperscaler-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.
High energy, grit, proactivity, and commitment to personal and company goals.
Strong business acumen; able to interpret market and ecosystem trends and advise leadership.
Exceptional planning, attention to detail, and execution.
Able to excel in a virtual, matrixed environment and manage multiple disciplines under time pressure.
Strong written, verbal, presentation, and interpersonal communication skills.

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 architecture, specialist, PSO, and partner teams to make the semantic layer a default element of Gemini/Vertex agentic data-grounding patterns.
Develop and evangelize joint reference architectures that position Mosaic as the semantic/data layer alongside Databricks, Snowflake, and other ISVs, in partnership with Product Management, Sales Engineering, and Solution Architecture.
Build the technical and business narrative that makes Mosaic the obvious "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), working with SIs and ISVs on listing, packaging, and routing.
Develop joint value propositions and packaged offers with strategic ISVs that attach Mosaic to their platforms and motions.
Go-to-market & revenue: Develop annual strategic plans and performance goals for the partnerships and ecosystem motions under management.
Drive joint sell-with and partner-led activities through go-to-market plays in collaboration with Product Management, Marketing, Sales Engineering, and Field Sales.
Generate net-new logos through partner-sourced pipeline via attach, co-sell, joint marketing, and account-planning sessions.
Support Strategy's field sales organization through partner engagement for partner-influenced opportunities.
Drive joint engagement through partner-led and industry events in collaboration with Field Marketing and Sales.
Operations & enablement: Track all 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, including stakeholder mapping, across Google, ISV, and SI partner personnel to strengthen Strategy's standing and visibility.