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Jobs · Engineering · California

Senior Director, AI & SI Alliances

RingCentral · Belmont, CA · 1 wk ago
Engineering$305k–$370k/yrFull-time

About the role

RingCentral is a $2.6 Billion annual revenue company with a $93 Billion market opportunity in UCaaS, Contact Center and AI-powered adjacencies. We invest more than $250 million annually to ensure our AI-enabled technology and platforms meet or exceed the needs of our customers. This role involves owning and scaling our AI technology and systems integrator partner ecosystem end-to-end.

Job Duties

  • 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.

Required Experience

  • 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.

Desired Qualifications

  • 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.

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