Director, Strategic Partnerships

Globality, Inc. • Palo Alto, CA

1d • $200,000 - $300,000 • Hybrid

About The Position

Globality is seeking a Director, Strategic Partnerships to build and scale strategic partnerships across two priority channels: consulting firms and complementary technology vendors. This individual will be responsible for the entire partner lifecycle, including identifying and onboarding partners, enabling their teams, and driving co-sell revenue for Globality's AI-driven autonomous sourcing platform, Glo. The role involves close collaboration with Sales, Marketing, Product, Legal, Finance, and Customer Success to develop the partner strategy, define mutual value, create commercial models, and scale partner-driven revenue. This position is ideal for an entrepreneurial and relationship-focused individual who understands the value of strategic partners in enterprise procurement for gaining credibility, distribution, and access to Global 2000 accounts.

Requirements

• 4+ years of experience in partnerships, alliances, business development, or a related enterprise sales function, ideally at a B2B SaaS or enterprise software company.
• A track record of sourcing, negotiating, and managing partnerships that produced measurable pipeline or revenue.
• Strong commercial and negotiation skills, with experience structuring partnership or reseller agreements.
• Excellent written and verbal communication skills, with experience presenting to senior stakeholders at partner organizations and internally.
• Comfort operating with ambiguity; this role requires building process and structure, not just following it.
• Strong project management skills to manage multiple partner relationships and workstreams in parallel.

Nice To Haves

• Experience with global systems integrators (e.g., Accenture, Deloitte, EY, KPMG) or procurement/sourcing consultancies.
• Familiarity with procurement, sourcing, or spend management as a category.
• Experience partnering with or selling AI/ML-driven SaaS products.

Responsibilities

• Lead consulting partnerships as the top priority, building relationships with global and boutique consulting/SI firms to embed Glo into their sourcing and procurement transformation engagements.
• Build and manage partnerships with complementary technology vendors, including procurement, ERP, and spend-management platforms, to expand Glo's reach and integration footprint.
• Own named partner relationships as the primary point of contact, conducting regular business reviews and resolving day-to-day issues.
• Develop joint value propositions and Go-To-Market (GTM) plans tailored to enterprise procurement use cases and priority industries.
• Orchestrate partner enablement, including training, certifications, and sales collateral for partner sales and technical teams.
• Structure and negotiate partnership agreements, incentive structures, and success metrics, collaborating with Legal and Finance to finalize deal terms.
• Drive pipeline through partner channels and work with Sales on co-selling and deal support.
• Track joint deals and partner-sourced pipeline, reporting on revenue impact.
• Build and scale partner program infrastructure, including onboarding flows, partner enablement materials, and reporting.
• Define partner success metrics and lead quarterly business reviews (QBRs).
• Serve as the partner's internal advocate, providing market and product feedback to Product and Leadership.
• Represent Globality at industry events, partner conferences, and procurement/sourcing ecosystem forums.

Benefits

• The opportunity is enormous. Enterprise procurement is one of the last major business functions to be transformed by AI. We're not optimizing at the margins — we're fundamentally rethinking how trillions of dollars get spent.
• The team is world-class. Our leadership team brings decades of experience from leading global enterprises, and our culture is built for people who want real ownership, not titles.
• You'll have real impact. This isn't a role where you execute someone else's playbook. You'll shape the strategy, build the programs, and see the direct business impact of your work.
• We work together — literally. We're in-office 4 days a week in Palo Alto because the best ideas – and the fastest decisions – happen face to face. One day is yours to work wherever you’re most effective.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed