Partner Director at Strategy in Tysons, VA

Company Description

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't just follow trends—we set them and drive change. As a market leader in enterprise analytics and AI software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are now also at the forefront of AI disruption, providing data via our enterprise semantic layer to AI agents, tools, and platforms.

But that's not all. Strategy is also leading a groundbreaking shift in digital assets, adopting bitcoin as our primary treasury reserve asset in 2020. Since then, we have issued innovative bitcoin-backed securities and have been the leader in bitcoin treasury companies. This visionary move has helped us build a fortress balance sheet, and is solidifying our position as a forward-thinking, innovative force in the market.

Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.

Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.

Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee, you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.

Job Description

The Role: We are looking for a Partner Director to drive partner-sourced revenue by making Mosaic AI an embedded, recommended component of the modern AI and data architecture. This is an ISV-attach and ecosystem-architecture role, not a transactional resale seat: your mandate is to get the Mosaic semantic layer designed into the solutions that hyperscalers, ISVs, and system integrators recommend and build for their customers.

Location: Tysons Corner, VA (HQ, in-person preferred). Highly qualified remote candidates in the Central or Eastern U.S. will be considered.

Your Focus:

Google agentic attach — establish Mosaic as the recommended semantic/data layer within Google Cloud's agentic AI architecture (Gemini, Vertex AI, and agent-builder patterns), so that Google field, specialist, and PSO teams position Mosaic by default when designing agentic and data-grounding solutions. ISV attach through industry-focused SIs — attach Mosaic to leading data-platform ISVs (Databricks, Snowflake, and similar) by partnering with industry-focused system integrators who already run those practices and own marketplace packaging, embedding Mosaic into their repeatable, vertical solution offers. ISV co-packaging & reference architectures — co-package Mosaic with complementary ISVs and drive joint reference architectures that position the semantic layer as essential infrastructure for AI-ready data, taking those validated solutions to market.

Success is measured by partner-sourced and partner-influenced pipeline and revenue, the number of reference architectures and packaged solutions in which Mosaic is a designed-in component, and Mosaic's standing in partner- and hyperscaler-recommended architectures.

Key Responsibilities:

Architecture influence & technical evangelism

• Get Mosaic written into Google Cloud's recommended agentic AI reference architectures, working with Google Cloud architecture, specialist, PSO, and partner teams to make the semantic layer a default element of Gemini/Vertex agentic data-grounding patterns.
• Develop and evangelize joint reference architectures that position Mosaic as the semantic/data layer alongside Databricks, Snowflake, and other ISVs, in partnership with Product Management, Sales Engineering, and Solution Architecture.
• Build the technical and business narrative that makes Mosaic the obvious "design-in" choice for AI-ready, governed data.

ISV attach & SI orchestration

• Identify and engage industry-focused system integrators with established Databricks, Snowflake, and cloud data practices; co-build vertical solution offers with Mosaic embedded.
• Drive marketplace packaging of joint solutions (Google Cloud Marketplace and partner offers), working with SIs and ISVs on listing, packaging, and routing.
• Develop joint value propositions and packaged offers with strategic ISVs that attach Mosaic to their platforms and motions.

Go-to-market & revenue

• Develop annual strategic plans and performance goals for the partnerships and ecosystem motions under management.
• Drive joint sell-with and partner-led activities through go-to-market plays in collaboration with Product Management, Marketing, Sales Engineering, and Field Sales.
• Generate net-new logos through partner-sourced pipeline via attach, co-sell, joint marketing, and account-planning sessions.
• Support Strategy's field sales organization through partner engagement for partner-influenced opportunities.
• Drive joint engagement through partner-led and industry events in collaboration with Field Marketing and Sales.

Operations & enablement

• Track all opportunities, pipeline, and bookings; provide forecasts and funnel-management reporting focused on partner-sourced revenue.
• Provide content for partner training curriculum, reference-architecture enablement, and sales enablement.
• Serve as an escalation point for pre-sales and post-sales issues.
• Build and maintain relationships, including stakeholder mapping, across Google, ISV, and SI partner personnel to strengthen Strategy's standing and visibility.

Qualifications

Required

• BA/BS required; MBA preferred.
• 10+ years in partner/alliance management, ISV alliances, ecosystem development, sales leadership, or solutions/pre-sales leadership.
• Demonstrated experience driving partner-sourced or partner-influenced revenue through attach, co-sell, or ecosystem motions.
• Proven ability to get a product or platform designed into partner or hyperscaler reference architectures (i.e., influence without authority across external ecosystems).
• Direct experience with data-platform ISVs such as Databricks, Snowflake, or comparable, and the ecosystems around them.
• Strong technical credibility — able to lead architecture-level conversations with partner architects, specialists, and customer technical leadership.
• Experience working through system integrators to embed or attach a product into repeatable, vertical solution offers.
• Strong relationship-management and executive-influence skills across partner and customer stakeholders.

Strongly preferred

• Working knowledge of Google Cloud's AI/agentic stack (Gemini, Vertex AI, agent-builder patterns) and where a semantic/data layer fits in agentic and RAG/data-grounding architectures.
• Experience with cloud marketplace packaging and listing (Google Cloud Marketplace, Microsoft commercial marketplace) — private offers, packaging, and partner routing.
• Familiarity with the semantic layer / enterprise BI & analytics category and the AI-data-readiness landscape.
• Experience building or co-building packaged ISV solutions and joint go-to-market offers.

Attributes

• High energy, grit, proactivity, and commitment to personal and company goals.
• Strong business acumen; able to interpret market and ecosystem trends and advise leadership.
• Exceptional planning, attention to detail, and execution.
• Able to excel in a virtual, matrixed environment and manage multiple disciplines under time pressure.
• Strong written, verbal, presentation, and interpersonal communication skills.

Additional Information

Strategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis.

Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at application_accommodations@strategy.com.

Visit Strategy’s Careers page for additional information.