Head of Partnership Ecosystem

Job Description

Winter is an AI-native services firm that connects strategy and execution, at speed and at scale. We prioritize the highest-value AI opportunities for our clients, prove them in days, and turn them into durable solutions and a lasting capability.

We work with leading enterprises where deploying AI incorrectly can break trust, processes or safety, not just a budget. Winter's Forward Deployed Squads comprised of strategists and engineers deliver the end outcome, leveraging Winter's AI platform, The Protean, and Winter's structured methodology.

We are re-writing the rules of how complex AI native technology and business workflows get reimagined.

The Role

Partnerships with the leading AI and data platforms are central to how we deliver, and this role will build that engine. You'll build and own our relationships with the platforms our clients rely on. That means AI labs like OpenAI, Anthropic, data leaders like MongoDB, Databricks, Snowflake and Hyperscalers like AWS, Google & Microsoft.

This isn't a desk job or a program-management role. You'll spend your time in the field with partner sellers and in the room with clients. The job is to turn ecosystem relationships into new clients growth & growth with existing clients. You'll build these relationships with partner executives, their field teams and our clients.

What you'll do

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• Give the partnerships function the shape & structure. That includes the strategy, which partners come first, the joint go-to-market motions and how we measure success.
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• Own executive relationships with alliance, channel and industry leaders at each partner. Secure joint go-to-market plans, program tiers, marketplace listings and co-investment.
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• Get embedded with partner account executives, solution architects and regional teams, so Winter is their first call when a customer needs help building, implementing or scaling AI Solutions
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• Meet clients directly. Lead joint pitches, executive briefings and workshops, and turn partner-sourced opportunities into Winter wins.
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• Own pipeline that partners source or influence, new-logo wins and growth within existing accounts.
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• Work with our Forward Deployed teams and delivery team to create joint offerings, reference architectures and case studies. Drive Winter's certifications on each platform.
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• Represent Winter at events like AWS re:Invent, Data + AI Summit, Snowflake Summit and MongoDB.local, and turn them into pipeline.
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What we're looking for

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• 10+ years in partnerships, alliances or enterprise business development across the data, cloud or AI ecosystem
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• A proven record of building partnerships with companies like OpenAI, Anthropic, MongoDB, Databricks, Snowflake, AWS, Google, Microsoft, with revenue results you can point to
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• Deep, active relationships in this ecosystem. People there, from executives to the field, will take your call on day one.
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• Fluency in how partner programs work: co-sell programs, marketplaces (such as AWS Marketplace and ACE), partner tiers and incentives
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• A hands-on go-getter. You build the deck, run the meeting and chase the follow-up yourself.
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• Field-first. You'd rather be with clients and partners than in internal meetings, and you're comfortable traveling
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• Startup DNA. You've built something from zero before, you do well with ambiguity and you move fast without a playbook.
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• Technical credibility with CTOs, CDOs and architects on data platforms, generative AI and agentic workflows
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Why Winter

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• Work with the best minds & people solving meaningful enterprise problems
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• Build a core growth function your way, from day one
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• Work directly with the founders and see your impact show up in revenue
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• Work with the leading companies defining enterprise AI and data
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Winter is an equal opportunity employer.