Senior Director, Strategic Partnerships

Coca-Cola•Atlanta, GA

7h•Onsite

About The Position

The Coca-Cola Company is seeking a Senior Director of Strategic Partnerships to serve as the primary relationship manager and day-to-day execution lead for its most important technology and AI partner relationships. This role reports directly to the Head of Partner Ecosystem and is responsible for managing the partner portfolio, overseeing the end-to-end pilot pipeline, supporting commercial negotiations, and ensuring all active partner engagements are tracked, governed, and delivering agreed-upon outcomes. The ideal candidate will be a senior technology partnerships professional with strong relationship management skills, deep knowledge of the AI and enterprise software landscape, and a proven ability to execute complex partner engagements with discipline and commercial rigor. This role is crucial for translating executive intent into active relationships, structured pilots, and tangible results within the company's digital transformation efforts.

Requirements

7 to 10+ years of experience in technology strategic partnerships, alliances, vendor management, or enterprise commercial roles, with demonstrated seniority and ownership of partner relationships.
Track record of managing a portfolio of strategic technology partnerships at a working level, including maintaining executive relationships, tracking partner commitments, and driving outcomes across multiple concurrent engagements.
Experience running structured pilot or proof-of-concept programs, including scoping, stakeholder coordination, milestone tracking, and evaluation.
Strong working knowledge of the AI and enterprise technology vendor landscape, including familiarity with leading AI providers, cloud platforms, and the commercial models they use to engage enterprise customers.
Experience supporting or co-leading commercial negotiations with technology vendors, including preparation of benchmarking analysis, commercial term comparisons, and negotiation materials.
Strong financial literacy with experience tracking and reporting budgets, investment allocations, or vendor commercial performance.
Excellent communication and stakeholder management skills, with the ability to prepare high-quality written materials and represent The Coca-Cola Company credibly in senior partner and internal forums.
Proven ability to operate effectively in a large, matrixed enterprise, coordinating across Product, Engineering, Finance, Legal, and business teams to move partnerships forward.
Bachelor’s degree in Business, Technology, Engineering, or a related field.

Nice To Haves

MBA or equivalent advanced degree preferred.
Experience in a CPG, FMCG, retail, or consumer-facing enterprise, with familiarity with the technology and data vendor landscape relevant to those industries.
Familiarity with AI and GenAI vendor commercial models and co-innovation structures, including experience engaging with providers such as Anthropic, OpenAI, Google, Microsoft, or equivalent.
Background in management consulting, digital transformation, or technology strategy.
Experience working in a global organization with multi-region vendor and partnership governance requirements.
Familiarity with procurement, data governance, and compliance considerations relevant to AI vendor engagement in an enterprise context.

Responsibilities

Own the strategic partner portfolio: act as the day-to-day relationship owner for a portfolio of strategic technology partners, proactively managing working relationships, identifying opportunities, monitoring partner performance, and ensuring engagements continue to deliver business value.
Lead partner-enabled innovation: coordinate AI and technology pilots from concept through evaluation, partnering with Product, Engineering, and business stakeholders to scope opportunities, prepare business cases, and position successful pilots for enterprise scaling.
Support investment decisions: develop the analysis and recommendations to inform pilot funding decisions, monitor portfolio performance, and recommend opportunities to scale, continue, or discontinue investments.
Support commercial negotiations and contract execution: prepare commercial analysis, vendor benchmarking, and negotiation materials that enable the Head of Partner Ecosystem to lead high-value negotiations effectively; coordinate with Legal, Finance, and Procurement throughout the contracting process to ensure timely review and execution.
Build and maintain technology and AI market intelligence: continuously track developments in the AI, data, cloud, and enterprise technology vendor landscape. Prepare curated market intelligence briefs for the Head of Partner Ecosystem and internal stakeholders on relevant vendor capabilities, competitive dynamics, and emerging co-innovation opportunities. Identify prospective partners whose capabilities align with The Coca-Cola Company’s digital roadmap, with a recommended approach for initial engagement.
Represent The Coca-Cola Company in partner and ecosystem engagements: participate in partner meetings, industry forums, and technology ecosystem events as a representative of The Coca-Cola Company. Build working-level relationships with counterparts at priority partner organizations that complement the executive relationships held by the Head of Partner Ecosystem.
Drive cross-functional coordination on active partnerships: coordinate across Product and Engineering, Digital Strategy, Finance, Legal, and business stakeholders to ensure strategic partnerships progress efficiently and maximize business impact.