Head of Strategic Partnerships, Global Systems Integrators

Scale AI • San Francisco, CA

1d

About The Position

Scale AI is seeking a seasoned leader to architect and expand its global systems integrator (GSI) partnership ecosystem and transform how the company goes to market globally. The role focuses on partnerships with professional services firms to accelerate development of enterprise AI applications. The leader owns GSI-sourced and GSI-influenced pipeline, sets partnership strategy, and drives the operating cadence that converts alliances into revenue through joint account planning, co-selling, practice building, and delivery enablement.

The position sources, evaluates, negotiates, and executes partnerships across go-to-market, joint solutions, and delivery. It works cross-functionally with product, engineering, finance, legal, marketing, and operations. Success is measured by GSI-sourced and influenced revenue, certified partner practitioners and joint wins, and the growth and health of the GSI ecosystem.

Scale develops reliable AI systems and provides enterprise AI applications, data, and full-stack technologies. The company describes an inclusive, equal-opportunity workplace and offers eligible employees compensation that may include base salary, equity, and benefits. The listed base salary range for this full-time position in San Francisco, New York, and Seattle is $134,400–$168,000 USD.

Requirements

• 12+ years of experience in revenue-carrying business development, strategic partnerships, partner management, or similar roles at a technology or payments company.
• Significant experience managing GSI or major consultancy relationships, from the software vendor side, the GSI side, or both.
• An existing network among 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 select technologies for building practices.
• 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.

Nice To Haves

• Experience with enterprise AI, data, or cloud platform partnerships.

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 leading GSIs and consultancies.
• Structure and negotiate alliance agreements, including resale, referral, co-sell, joint go-to-market, and delivery partnerships, and secure cross-functional alignment on terms.
• Build joint account plans with GSI partners for priority Enterprise accounts and drive co-selling with Scale’s sales teams.
• Help partners build Scale-certified practices through training, technical enablement, certification, reference architectures, and repeatable delivery playbooks.
• Co-develop industry-specific solutions and offerings with partners in areas such as financial services, healthcare, public sector, and telecom.
• Design partner incentives, compensation alignment, and rules of engagement to align Scale sales teams and GSI partners.
• Generate top-of-funnel pipeline through the GSI channel and maintain accountability against Enterprise revenue targets.
• Bring partner and client feedback to Product and Engineering to inform the roadmap based on GSI delivery needs.
• Own post-signature execution, including partner onboarding, delivery quality, joint marketing, and quarterly business reviews.

Benefits

• Comprehensive health coverage
• Dental coverage
• Vision coverage
• Retirement benefits
• Learning and development stipend
• Generous paid time off
• Possible commuter stipend for eligible roles
• Equity-based compensation for eligible roles, subject to Board of Director approval

What This Job Offers

• Job Type: Full-time
• Career Level: Senior