# Head of Strategic Partnerships, Global Systems Integrators

**Company**: Scale AI
**Location**: San Francisco, CA
**Experience**: senior
**Job type**: full-time
**Salary**: $134,400-$168,000 USD
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q112629176

**Apply**: https://job-boards.greenhouse.io/scaleai/jobs/4743368005?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_c01e37d9-32e

## Description

Scale AI is looking for a seasoned world-class leader and operator to architect and expand its 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.

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 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 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 GSI-sourced and influenced revenue, number and quality of certified partner practitioners and joint wins, and growth and health of the GSI ecosystem

Requirements:

- 12+ years of experience in revenue-carrying business development, strategic partnerships, partner management, or similar roles at a technology company or payments company

- Existing network across alliance and AI/data practice leadership at major GSIs

- Track record of building a GSI program that delivered measurable sourced and influenced revenue

- Deep understanding of how GSIs make money, staff engagements, and choose which technologies to build practices around

- Experience with enterprise AI, data, or cloud platform partnerships

- 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

Benefits:

- Comprehensive health, dental and vision coverage

- Retirement benefits

- Learning and development stipend

- Generous PTO

- Commuter stipend

## Skills

### Required
- strategic partnerships
- partner management
- business development
- AI
- data
- cloud platforms

### Nice to have
- enterprise AI
- GSI partnerships
- complex commercial agreements

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/scaleai/jobs/4743368005?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)