Senior Director, Vertical AI & SI Alliances

Job description

Say hello to opportunities. It’s not everyday that you consider starting a new career. We’re RingCentral, and we’re happy that someone as talented as you is considering this role. First, a little about us, we’re a $2.6 Billion annual revenue company with double digit Annual Recurring Revenue (ARR) and 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. RingSense AI is our proprietary AI solution. It’s designed to fit the business needs of our customers, orchestrated to be accurate and precise, and built on the same open platform principles we apply to our core software solutions. This is where you and your skills come in. We’re currently looking for: a Senior Director, AI & SI Alliances to own and scale our 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: executive relations, business development, offer strategy, go-to-market execution, partner interlock and QBRs, co-marketing, field enablement, co-sell, and joint customer success. You will be RingCentral’s most senior voice in the AI and SI community — shaping how we jointly sell, build, and deliver the future of AI-native CX/EX. Job Duties: Executive Relations & Governance 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. Business Development & Alliance Strategy 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). Offer Strategy, Marketplace & GTM 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. Partner Interlock, Pipeline & Customer Success 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. Bachelor’s degree or equivalent military and/or work experience What we offer: 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 About RingCentral RingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone™ (MVP™) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral® empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world. RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations for individuals with disabilities during our application and interview process. If you require such accommodations, please click on the following link to learn more about how we can assist you. If you are hired in California, the compensation range for this position is between $305,000 and $370,000 for full-time employees, in addition to eligibility for variable pay, equity, and benefits. Benefits may include, but are not limited to, health and wellness, 401k, ESPP, vacation, parental leave, and more! The salary may vary depending on your location, skills, and experience.