Partnerships

Globality•Palo Alto, CA

6d•Hybrid

About The Position

Globality is hiring a Partnerships leader to build and scale strategic partnerships across consulting firms and complementary technology vendors. The role owns the full partner lifecycle, from identifying and onboarding partners to enabling their teams and driving co-sell revenue for Glo, Globality’s AI-driven autonomous sourcing platform. The Partnerships leader will work with Sales, Marketing, Product, Legal, Finance, and Customer Success to set partner strategy, define mutual value, develop commercial models, and grow partner-driven revenue. The role prioritizes consulting partnerships, embedding Glo in sourcing and procurement transformation engagements, while also building relationships with procurement, ERP, and spend-management technology vendors. It includes developing joint value propositions and go-to-market plans, enabling partner teams, negotiating agreements, driving partner-channel pipeline, building program infrastructure, measuring partner success, and representing Globality in the procurement and sourcing ecosystem. The position is based in Palo Alto and requires working in the office four days per week, with one day available to work wherever the employee is most effective. The anticipated annual base salary range is $150,000–$2,500,000; actual compensation may vary based on experience, skills, and location.

Requirements

At least 3 years of experience in partnerships, alliances, business development, or a related enterprise sales function, ideally at a B2B SaaS or enterprise software company.
Track record of sourcing, negotiating, and managing partnerships that produced measurable pipeline or revenue.
Strong commercial and negotiation skills, including experience structuring partnership or reseller agreements.
Excellent written and verbal communication skills, including presenting to senior stakeholders at partner organizations and internally.
Comfort operating with ambiguity and building processes and structure.
Strong project management skills to manage multiple partner relationships and workstreams in parallel.

Nice To Haves

Experience with global systems integrators such as Accenture, Deloitte, EY, or KPMG, or with procurement and 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 with global and boutique consulting and systems-integration firms, embedding Glo in sourcing and procurement transformation engagements.
Build and manage partnerships with complementary procurement, ERP, and spend-management technology vendors.
Own named partner relationships as the primary point of contact, conduct regular business reviews, and resolve day-to-day issues.
Develop joint value propositions and go-to-market plans for enterprise procurement use cases and priority industries.
Coordinate partner enablement, including training, certifications, and sales collateral for partner sales and technical teams.
Structure and negotiate partnership agreements, incentive structures, and success metrics, working with Legal and Finance to finalize terms.
Drive partner-channel pipeline and coordinate with Sales on co-selling and deal support.
Track joint deals and partner-sourced pipeline, and report on revenue impact.
Build and scale partner-program infrastructure, including onboarding flows, enablement materials, and reporting.
Define partner success metrics and lead quarterly business reviews.
Represent partner perspectives internally and share market and product feedback with Product and Leadership.
Represent Globality at industry events, partner conferences, and procurement and sourcing ecosystem forums.