System Integrator Alliance Manager

About the role

At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale. With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we're at a stage where we're continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world. Today, our platform includes LangSmith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (LangChain, LangGraph, and Deep Agents), and the newly launched LangSmith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active LangSmith customers, and 5 of the Fortune 10 use LangSmith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, LinkedIn, Monday.com, Nvidia, and Bridgewater.

Responsibilities

• This isn't a traditional channel role. The best SIs in this space move fast, operate closer to engineering teams than procurement, and care more about building real differentiation than logo badges. You'll need to meet them there.
• The problems you'll be solving
• SIs are building AI practices right now - and they're making stack decisions that will compound over the next several years. LangChain has strong product and community traction, but converting that into structured SI partnerships requires someone who can:
• Build relationships with the practitioners doing the actual work (architects, delivery leads, practice heads), not just executive sponsors
• Help SI teams go deeper on LangChain technically - running enablement sessions, connecting them to the right internal resources, and making sure they can actually deliver
• Create and close co-sell motions with SIs on active enterprise opportunities
• Build joint go-to-market programs that make sense for how SIs actually run their business
• If you've sold or partnered through SIs before, you know the difference between a partnership on paper and one that drives real pipeline. We want someone who knows how to build the latter.
• Build and manage a portfolio of SI partnerships - from global SIs and consultancies to regional & boutique specialists
• Run joint pipeline with SI partners: co-selling on active deals, running QBRs, tracking attribution
• Design and deliver partner enablement: certifications, training, delivery playbooks, and technical workshops
• Work with our solutions engineering and product teams to get partners unblocked on technical questions
• Represent partner perspective internally - surfacing what SIs need in terms of product capabilities, support, and commercial terms
• Develop co-marketing and thought leadership programs with key partners

Requirements

• 5+ years in alliance management, partner sales, or business development - with direct experience working with SIs, GSIs, or consultancies
• Genuine technical fluency in AI or developer tooling. You don't need to write production code, but you need to credibly discuss LLMs, agent architectures, and developer workflows
• Track record of building SI partnerships, from the ground up, that drove measurable pipeline, not just signed agreements
• Ability to manage relationships across multiple levels simultaneously - from engineers to practice heads to C-suite
• Experience at a developer tools or AI/ML infrastructure company
• Existing relationships at major SIs or management consultancies with active AI practices
• Familiarity with LangChain, LangGraph, or LangSmith - you've built with it, seen it deployed, or worked with teams using it
• Compensation and Benefits
• Annual salary range: $165,000 -$230,000
• Compensation Philosophy:
• We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Actual compensation and offerings will va

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