Head of Strategic Partnerships, Global Systems Integrators
About The Position
Scale is looking for a seasoned world-class leader and operator to architect and expand our partnership ecosystem and transform how Scale goes to market globally. This leader will build high-impact relationships with world-class partners, focused on professional services firms, to accelerate the development of AI applications with Scale. We are looking for a revenue-minded leader to own GSI-sourced and GSI-influenced pipeline. You should be able to set the strategy and also run the operating cadence it takes to turn alliance agreements into closed revenue: joint account plans, co-sell motions, practice building, and delivery enablement. You will source, evaluate, negotiate, and execute partnerships covering go-to-market, joint solutions, and delivery areas. This is a highly cross-functional role, as you will collaborate across internal teams including product, engineering, finance, legal, marketing and operations.
Requirements
- 12+ years of experience in revenue-carrying business development, strategic partnerships, partner management, or similar roles at a technology company or payments company, with significant time spent managing GSI or major consultancy relationships (from the software vendor side, the GSI side, or both)
- An existing network across alliance and AI/data practice leadership at major GSIs
- A track record of building a GSI program that delivered measurable sourced and influenced revenue
- Deep understanding of how GSIs make money, staff engagements, and choose which technologies to build practices around
- Experience with enterprise AI, data, or cloud platform partnerships
- Experience negotiating complex multi-party commercial agreements
- Comfort working in a highly matrixed organization and influencing without direct authority
- Entrepreneurial drive, comfort with ambiguity, and an analytical, data-driven approach to managing a partner business
- Bachelor's degree required
Responsibilities
- Define and deliver the strategy and roadmap for Scale's GSI partnership program, including partner selection, tiering, and investment priorities
- Build trusted relationships with alliance leaders, AI practice leads, and C-level executives at top GSIs and consultancies
- Structure and negotiate alliance agreements (e.g., resale, referral, co-sell, joint go-to-market, and delivery partnerships) and get cross-functional alignment on terms
- Build joint account plans with GSI partners for Scale's priority Enterprise accounts and drive co-selling with Scale's sales teams
- Help partners build Scale-certified practices: training, technical enablement, certification, reference architectures, and repeatable delivery playbooks
- Co-develop industry-specific solutions and offerings with partners (e.g., financial services, healthcare, public sector, telecom) that solve high-value client problems
- Design partner incentives, compensation alignment, and rules of engagement so Scale sales teams and GSI partners pull in the same direction
- Generate significant top-of-funnel pipeline through the GSI channel, with clear accountability against Enterprise revenue targets
- Bring partner and client feedback back to Product and Engineering so GSI delivery needs show up in the roadmap
- Own post-signature execution: partner onboarding, delivery quality, joint marketing, and quarterly business reviews
Benefits
- comprehensive health, dental and vision coverage
- retirement benefits
- a learning and development stipend
- generous PTO
- commuter stipend
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
