Partnerships

Globality, Inc.•Palo Alto, CA

7d•Hybrid

About The Position

Globality is seeking a Partnerships leader to build and scale strategic partnerships with 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. Working closely with Sales, Marketing, Product, Legal, Finance, and Customer Success, this person will develop partner strategy, establish mutual value, create commercial models, and scale partner-driven revenue. The role is suited to an entrepreneurial, relationship-focused professional who understands how partnerships can provide credibility, distribution, and access to Global 2000 accounts. The position is based in Palo Alto and is in-office four days per week, with one day available to work wherever the employee is most effective.

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 experience presenting to senior stakeholders at partner organizations and internally.
Comfort operating with ambiguity and building process and structure.
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 and sourcing consultancies.
Familiarity with procurement, sourcing, or spend management.
Experience partnering with or selling AI/ML-driven SaaS products.

Responsibilities

Lead consulting partnerships, building relationships with global and boutique consulting and systems integration firms to embed Glo in sourcing and procurement transformation engagements.
Build and manage partnerships with complementary technology vendors, including procurement, ERP, and spend-management platforms.
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 with Legal and Finance.
Drive partner-channel pipeline and collaborate 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.
Advocate internally for partners and relay market and product feedback to Product and Leadership.
Represent Globality at industry events, partner conferences, and procurement and sourcing ecosystem forums.