Head of Strategic Partnerships, Global Systems Integrators

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