Senior Director, AI & SI Alliances

RingCentral•Belmont, CA

12d•$305,000 - $370,000•Hybrid

About The Position

RingCentral is seeking a Senior Director, AI & SI Alliances to own and scale its AI technology and systems integrator partner ecosystem end-to-end. This is a managing director seat with full accountability across all dimensions of AI and SI partnerships, including executive relations, business development, offer strategy, go-to-market execution, partner interlock and QBRs, co-marketing, field enablement, co-sell, and joint customer success. The role holder will be RingCentral’s most senior voice in the AI and SI community, shaping how the company jointly sells, builds, and delivers the future of AI-native CX/EX.

Requirements

12+ years in strategic alliances or business development, with 7+ years of specific focus on AI technology partners (LLM providers, AI platform vendors, hyperscalers) and/or global/regional SI channels, with quantifiable, defensible outcomes.
Proven track record structuring and closing complex multi-party alliance agreements at SVP/C-level, including commercial frameworks, co-investment structures, co-sell programs, and marketplace commercialization.
Deep understanding of the CX/EX technology landscape — UCaaS, CCaaS, contact center AI, conversational AI, workforce intelligence — and the ability to build compelling joint value propositions with AI and SI partners.
Hands-on SI/GSI channel experience: deal registration, co-delivery standards, partner tiers, and joint GTM investment models at a SaaS, UCaaS/CCaaS, or CX technology company.
Executive presence and cross-functional influence — demonstrated ability to mobilize Product, Engineering, Marketing, Sales, and Finance without direct authority and represent RingCentral at the highest levels of partner organizations.

Nice To Haves

Prior employment at a leading AI platform company (OpenAI, Anthropic, Google DeepMind, AWS AI, Microsoft Azure AI, Salesforce Einstein) or a major SI (Accenture, Deloitte, PwC, Capgemini, Infosys, Wipro, KPMG, EY) in a technology alliance or BD role.
Direct experience building an SI alliance program — including partner tiers, deal registration, co-delivery standards, and joint GTM investment — at a SaaS or CX technology company.
Working familiarity with agentic AI frameworks, RAG architectures, or LLM orchestration as applied to enterprise CX/EX — sufficient to engage credibly with technical and product stakeholders at AI partner organizations.
Experience securing strategic partner designations and GTM investment from hyperscalers (AWS, Google Cloud, Microsoft Azure) in the context of CCaaS or CX workloads.
Track record closing enterprise co-sell opportunities sourced through or accelerated by AI or SI partners, with clear revenue attribution and documented outcomes.
Bachelor’s degree or equivalent military and/or work experience

Responsibilities

Own SVP/C-level relationships across all strategic AI technology partners (LLM providers, hyperscalers, AI platform vendors) and Global/Regional SIs; serve as RingCentral’s principal executive contact across the AI & SI ecosystem.
Design and lead a structured engagement cadence — QBRs, exec sponsor meetings, steering committees, joint innovation councils — and negotiate strategic tier designations that convert into co-sell priority and mutual investment.
Define and execute RingCentral’s multi-year AI & SI alliance strategy: identify and close the right partners, structure commercial and co-investment frameworks, and tie partnership investments to measurable pipeline and revenue outcomes.
Advance incremental opportunities across AI-native CX/EX orchestration, agentic automation, LLM integration, SI channel expansion, and joint vertical solution development (Healthcare, FSI, Retail, Public Sector).
Develop joint offer strategy with AI and SI partners: integrated solution bundles, vertical-specific propositions, and AI-augmented CX/EX offerings commercially structured for field execution.
Own RingCentral’s presence in AI partner marketplaces and SI solution catalogs; negotiate listing terms, co-marketing entitlements, referral programs, RFP inclusion protocols, and preferred partner designations.
Build and operate partner and field enablement programs: joint solution training, certification tracks, sales toolkits, and technical readiness assets for both AI technology partners and the SI channel.
Lead cross-functional interlock (Product, Engineering, Sales, Marketing, Finance, Legal, CS) to ensure partnerships are resourced, integrated into roadmap, and tracked against committed outcomes; chair working groups and QBRs with partners.
Establish joint pipeline governance, funnel tracking, and revenue attribution; champion joint customer success outcomes to drive adoption, expand at-risk accounts, and build referenceable AI-powered implementations.
Lead and develop the AI & SI Alliances team; serve as RingCentral’s internal AI and SI ecosystem SME, educating the exec team and product roadmap on ecosystem dynamics and partnership priorities.

Benefits

Comprehensive medical, dental, vision, disability, life insurance
Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits
Voluntary supplemental health coverage and life insurance
401K match and ESPP
Paid time off and paid sick leave
Paid parental and pregnancy leave
Family-forming benefits (IVF, Preservation, Adoption etc.)
Emergency backup care (Child/Adult/Pets)
Employee Assistance Program (EAP) with counseling sessions available 24/7
Free legal services that provide legal advice, document creation and estate planning
Employee bonus referral program
Student loan refinancing assistance
Employee 1:1 coaching, perks and discounts program