Senior Director, Vertical AI & SI Alliances
RingCentral · Belmont, United States · 2mo ago
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, Vertical & SI Alliancesto own and scale our vertical strategic partnerships — Healthcare, Financial Services (FSI), and Retail, with an initial priority on Healthcare and the Epic ecosystem — together with the systems integrator ecosystem that supports them, end-to-end. This is a managing director seat with full accountability across all dimensions of vertical 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. AI is the key enabler and accelerator of these partnerships — a means to vertical outcomes, not an end in itself — and AI competency is a critical success factor for this role. You will be RingCentral’s most senior voice in the vertical and SI community — shaping how we jointly sell, build, and deliver AI-powered CX/EX for the industries we serve.
Job Duties:
Executive Relations & Governance
Own SVP/C-level relationships across all strategic vertical technology partners — starting with Epic and the broader healthcare ecosystem, and expanding to FSI and Retail platform leaders — and Global/Regional SIs; serve as RingCentral’s principal executive contact across the vertical & 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 vertical & SI alliance strategy: identify and close the right partners with Healthcare / Epic as the first proof point, structure commercial and co-investment frameworks, and tie partnership investments to measurable pipeline and revenue outcomes.
Advance incremental opportunities across joint vertical solution development (Healthcare first, then FSI and Retail), EHR-integrated communications and CX workflows, SI channel expansion, and AI-powered differentiation — leveraging agentic automation and LLM integration as accelerators of each vertical proposition.
Offer Strategy, Marketplace & GTM
Develop joint offer strategy with vertical and SI partners: integrated solution bundles, vertical-specific propositions (e.g., Epic-integrated patient engagement and care-team communications), and AI-augmented CX/EX offerings commercially structured for field execution.
Own RingCentral’s presence in vertical partner marketplaces and SI solution catalogs, including Epic’s partner programs; 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 vertical 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 vertical implementations — beginning with flagship Healthcare / Epic wins.
Lead and develop the Vertical & SI Alliances team; serve as RingCentral’s internal SME on vertical ecosystems (Healthcare / Epic first) and the SI channel, 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 vertical technology partnerships (Healthcare strongly preferred — ideally EHR platforms such as Epic — with FSI or Retail also valued) 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 — and how it maps to vertical workflows (patient engagement, member and client servicing, retail customer care), with the ability to build compelling joint value propositions with vertical and SI partners. Strong AI competency is a key success factor: able to position AI as the enabler and accelerator of vertical outcomes.
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 healthcare IT / EHR company (Epic, Oracle Health, athenahealth, MEDITECH), a vertical platform leader in FSI or Retail, or a major SI (Accenture, Deloitte, PwC, Capgemini, Infosys, Wipro, KPMG, EY) in a technology alliance or BD role.
Direct experience with the Epic ecosystem — integration and partner programs, marketplace listings, and co-selling into Epic’s customer base — or comparable EHR-anchored go-to-market experience, including partner tiers, deal registration, 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 in regulated industries (e.g., HIPAA-compliant healthcare workflows) — sufficient to engage credibly with technical and product stakeholders at vertical partner organizations.
Experience securing strategic partner designations and GTM investment from hyperscalers (AWS, Google Cloud, Microsoft Azure) in the context of healthcare, FSI, or retail CCaaS or CX workloads.
Track record closing enterprise co-sell opportunities sourced through or accelerated by vertical 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.