Product, Market, and Value
What Is It:
Vianai’s flagship product, hila, is an enterprise-grade conversational AI platform that enables users to interact with complex business data using natural language—offering actionable insights across finance, supply chain, and operations, without hallucinations.
Key Differentiators:
- Agentic AI platform prioritizing zero hallucinations and compliance
- Real-time data access from disparate sources via natural language
- Deep integration with large SI partners to drive adoption
- Strong founder/exec pedigree (SAP, Infosys)
Funding:
Series B, $140M led by SoftBank Vision Fund 2 (total $190M)
Target Market & Segments:
- Fortune 500 / Global 2000
- Enterprise functions: Finance, Procurement, Supply Chain
- SI partners (TCS, KPMG, etc.) as main GTM channel
Market Size & Growth:
- TAM includes enterprise analytics and business intelligence (BI), a $30B+ global market
- Strong displacement potential against Tableau, Power BI, SAP Joule
Early Adopters & Case Studies:
- Bangkok Bank – Case Study
- Hitachi – Case Study
- KPMG/TCS/Boomi – Partners
Metrics & Data:
- Sub-$10M ARR
- 14+ partner pitches per week (via TCS)
- High partner-generated pipeline (80% of revenue)
- Product in market for 1 year with strong demo-to-POC conversion
Additional Company Info
Blogs, press releases, etc.
VIANAI What’s New
VIANAI Documentation
https://docs.vian.ai/4.1/cf-user.html
VIANAI Videos
Vianai | Partner Development
Role Summary:
This role will play a pivotal part in expanding and scaling Vianai’s revenue through partner channels, especially large SI partners like TCS and KPMG. You’ll design partnership frameworks, co-sell with partners, demo solutions, and help create industry-specific materials to standardize and scale joint go-to-market motions.
Reporting To:
Sameer Patel, Chief Partner Officer
Work Environment:
Remote-friendly with preference for East Coast or CST time zones; startup-paced with cross-functional collaboration and hands-on involvement in partner pitches and GTM execution.
Learn More:
Opportunity Highlights
Partner with top-tier System Integrators driving 90%+ of revenue.
Help standardize and scale a powerful partner-led GTM model.
Work closely with visionary leadership including SAP and Infosys alumni.
High-visibility, high-impact role critical to company growth.
Why This Role Stands Out
- Make a Difference: Your contributions will shape Vianai’s partner GTM strategy and revenue engine.
- Innovation & Challenge: Work on redefining enterprise analytics with AI.
- Limitless Growth: Potential to evolve into revenue-carrying leadership.
- Culture of Excellence: Join a team known for deep enterprise experience, innovation, and a bias for action.
What You’ll Be Doing
- Establish and hit annual co-sell targets
- Design and define partnership constructs with ISV and System Integrator Partners to drive revenue
- Co-pitch and demo the solution, with partners to customers
- Building and delivering value propositions for Vainai is the best solution in our competitive space to partner with.
- Work with GTM leaders and product marketing to create joint industry use cases and materials to generate more demand and improve co-sell.
- Work Marketing to create and execute compelling marketing programs that highlight the value of Vaiani and each partner
- Proactively build trust-based relationships across both internal and partner stakeholders
- Measure the efficacy of field programs and associated sales impact, deal registration, joint pipeline, referenceable wins, etc.
What You Bring to the Table
- 6+ of total relevant work experience
- Prior background in application software and hyper scaler sales model
- Proven success in leading alliance partnerships and the ability to identify and capitalize on areas of mutual business interests
- Be highly analytical and data driven strategic thinker, capable of creative problem solving and pragmatic execution
- Experience setting up and managing CRM systems
- History of success in working with cross-functional team members, including Sales, Sales Engineering, Finance, Marketing and Programs
- Strong verbal and executive presentation skills to routinely communicate strategy, progress and impact of the partnership across executives, sales and technical functions
- Strong skills in multitasking, communication, negotiation, organization, and teamwork
- Proven self-starter with a high degree of initiative and ability to learn quickly
Compensation & Perks
- Competitive Salary
- Performance Incentives: Performance-based bonus or commission structure likely tied to pipeline, co-sell revenue, and partner engagement metrics.
- Equity: Yes – equity available as part of the total compensation package.
- Other Perks: Comprehensive benefits including healthcare, flexible remote work, parental leave, and potential access to company-wide retreats or team offsites.