Director / Senior Director, Strategic Alliances - Management Consulting

About the role

C3 Ai is seeking an executive leader to manage our primary strategic partnership with McKinsey & Company. You will design and execute a go-to-market strategy that integrates our enterprise software into major consulting transformation projects to drive significant revenue. In this role, you will act as the chief architect of the relationship, ensuring that our collaboration with McKinsey delivers measurable value to both organizations and their joint clients. You will own the end-to-end commercial execution of the alliance, translating strategic vision into actionable plans that accelerate adoption and expansion across global enterprise accounts. The position requires a proactive leader who can navigate complex corporate structures and align incentives across multiple teams to achieve shared objectives. You will be responsible for building trust and credibility at the highest levels of both companies to foster long-term growth and innovation. This role is critical to establishing a benchmark strategic partnership in the enterprise AI and analytics space.

Key facts

What you'll do

Manage the McKinsey alliance, including executive governance, joint business planning, and investment models.

Cultivate and maintain high-level relationships with partners and senior leadership at the consulting firm.

Integrate C3 Ai software offerings into the firm's client transformation programs.

Generate and track partner-sourced and partner-influenced revenue pipelines.

Collaborate with internal product, sales, marketing, legal, and delivery teams to support joint customer pursuits.

Develop joint solutions and manage account-level planning.

Monitor and report on alliance performance metrics, such as joint wins, pipeline growth, and practitioner certification status.

Act as the primary executive representative for the partnership both internally and with external stakeholders.

Define and own the strategic roadmap for the McKinsey alliance, ensuring alignment with C3 Ai's corporate objectives.

Champion the value proposition of C3 Ai enterprise AI software within McKinsey's transformation frameworks and practice areas.

Establish governance cadences and decision-making protocols to streamline joint initiatives and resolve escalations efficiently.

Leverage data and insights to optimize alliance performance, identify growth opportunities, and refine go-to-market approaches.

Partner with McKinsey leadership to co-develop industry solutions and proof-of-concept initiatives that demonstrate tangible business impact.

Ensure alignment between alliance activities, partner compensation structures, and internal sales operations processes.

Champion a culture of collaboration, transparency, and continuous improvement across the partnership lifecycle.

Requirements

Minimum 10 years of experience at a Big Three management consulting firm (McKinsey, Bain, or BCG), ideally at the Partner or Principal level, or 10 years of experience building alliance-driven revenue with these firms.

Existing network of active relationships with senior leaders at one or more of the Big Three firms.

Experience influencing C-suite and partner-level stakeholders.

Demonstrated ability to manage commercial outcomes and revenue targets.

Understanding of the enterprise software and machine learning market.

Ability to travel to partner and client locations as required.

Must be authorized to work in the United States without company sponsorship.

Proven track record of developing and executing strategic alliances that drive measurable business results.

Strong experience in negotiating and managing complex commercial agreements and partnership terms.

Exceptional communication and presentation skills at the executive level.

Deep knowledge of management consulting methodologies, delivery practices, and client expectations.

Experience with cross-functional team leadership in matrixed organizational environments.

Commitment to ethical business practices and maintaining the highest standards of integrity in all professional interactions.

Strong analytical and problem-solving skills with the ability to synthesize complex information and make data-driven decisions.

Nice to have

Technical degree or MBA.

Skills & tools

Enterprise AI and machine learning software landscape.

Strategic alliance management and executive communication.

Commercial strategy and revenue operations.

Practical notes

Base salary range for California is $215,000 to $310,000 USD.

Compensation includes a competitive package and an equity plan.

C3 Ai is an Equal Opportunity and Affirmative Action Employer.

Travel is required to partner and client locations as needed.

Candidates must be authorized to work in the United States without company sponsorship.