Head of Strategic Partnerships (Global Systems Integrators)

• 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
• 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
• Be measured on (1) GSI-sourced and influenced revenue, (2) number and quality of certified partner practitioners and joint wins, and (3) growth and health of the GSI ecosystem

Benefits

• Health & Wellbeing: Our holistic approach to supporting Scaliens includes comprehensive health coverage, dental and vision insurance, mental healthcare services, and more. PTO policies and accommodating schedules ensure you’ll get time off when you need it to relax and recharge. Note that our offerings may vary by region as we strive to respond to the unique needs of Scaliens around the globe.
• Personal & Career Growth: Continuously learn and grow through annual learning & development stipend, attending leadership breakfasts, manager training, speaker series, and joining an ERG.
• Building Scale Community: We welcome guests to our offices, and you can expect to see Scalien families and friends around. Join local happy hours, and accept invites to game nights, book clubs, and many other employee-led community events.
• Parental Support: Balancing work and family is essential, and Scale understands the importance of having adequate leave policies in place to promote a healthy home and work life.

• 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)
• A track record of building a GSI program that delivered measurable sourced and influenced revenue
• Entrepreneurial drive, comfort with ambiguity, and an analytical, data-driven approach to managing a partner business
• Bachelor’s degree required
• An existing network across alliance and AI/data practice leadership at major GSIs
• Experience negotiating complex multi-party commercial agreements
• Experience with enterprise AI, data, or cloud platform partnerships
• Deep understanding of how GSIs make money, staff engagements, and choose which technologies to build practices around
• Comfort working in a highly matrixed organization and influencing without direct authority