Head of Strategic Partnerships, Global Systems Integrators
About the role
Leader to architect and expand Scale AI's partnership ecosystem with Global Systems Integrators and major consultancies, driving GSI-sourced and influenced revenue and cross-functional collaboration across product, engineering, legal, marketing, and operations.
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 align cross-functional 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)
- Design partner incentives, compensation alignment, and rules of engagement to align Scale and GSI go-to-market
- Generate significant top-of-funnel pipeline through the GSI channel with accountability for Enterprise revenue targets
- Bring partner and client feedback to Product/Engineering to influence roadmap and delivery needs
- Own post-signature execution: partner onboarding, delivery quality, joint marketing, and quarterly business reviews
- Be measured on GSI-sourced/influenced revenue, certified partner practitioners and joint wins, and health of the GSI ecosystem
Qualifications
- 12+ years of experience in revenue-carrying business development, strategic partnerships, partner management, or similar roles at a technology or payments company with significant GSI/consultancy management
- Existing network across alliance and AI/data practice leadership at major GSIs
- Track record of building a GSI program delivering measurable sourced and influenced revenue
- Deep understanding of how GSIs monetize, staff engagements, and practice area selection
- Experience with enterprise AI, data, or cloud platform partnerships
- Experience negotiating complex multi-party commercial agreements
- Comfort working in a matrixed organization and influencing without direct authority
- Entrepreneurial drive, comfort with ambiguity, and data-driven partner business management
- Bachelor's degree
Skills
Benefits
- comprehensive health, dental and vision coverage
- retirement benefits
- learning and development stipend
- generous PTO
- commuter stipend (optional)
About Scale AI
Data-centric infrastructure to accelerate the development of AI
Scale accelerates the development of AI within organizations of any size to deliver critical business insights and operational efficiency. Its data-centric infrastructure platform leverages RLHF (Reinforced Learning with Human Feedback) to help organizations build the strongest AI models that supercharge their business, with customers across industries including Meta, Microsoft, U.S. Army, DoD’s Defense Innovation Unit, Open AI, General Motors, Toyota Research Institute, Brex, Instacart and Flexport.
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