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Salary: USD 134,400 - 168,000 / annual
Scale AI is seeking an experienced Head of Strategic Partnerships to architect and expand the company's Global Systems Integrator (GSI) partnership ecosystem and transform its go-to-market strategy globally. This is a revenue-carrying leadership role focused on building high-impact relationships with professional services firms and major consultancies to accelerate AI application development.
You will own the end-to-end GSI partnership program, including strategy definition, partner selection, tiering, and investment priorities. Key responsibilities include:
• Define and deliver the GSI partnership strategy and roadmap, 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 complex alliance agreements (resale, referral, co-sell, joint go-to-market, delivery partnerships) with cross-functional alignment
• Build joint account plans with GSI partners for Scale's priority Enterprise accounts and drive co-selling with internal sales teams
• Help partners build Scale-certified practices through training, technical enablement, certification, reference architectures, and repeatable delivery playbooks
• Co-develop industry-specific solutions with partners (financial services, healthcare, public sector, telecom) that solve high-value client problems
• Design partner incentives, compensation alignment, and rules of engagement to align Scale sales and GSI partner efforts
• Generate significant top-of-funnel pipeline through the GSI channel with clear accountability against Enterprise revenue targets
• Bring partner and client feedback to Product and Engineering to inform roadmap priorities
• Own post-signature execution including 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 ecosystem growth and health
This is a highly cross-functional role requiring collaboration across product, engineering, finance, legal, marketing, and operations. You will work in a matrixed organization, influencing without direct authority.
REQUIREMENTS:
• 12+ years of experience in revenue-carrying business development, strategic partnerships, partner management, or similar roles at a technology or payments company
• Significant time spent managing GSI or major consultancy relationships (from software vendor side, GSI side, or both)
• 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 technology selection criteria
• Experience with enterprise AI, data, or cloud platform partnerships
• Experience negotiating complex multi-party commercial agreements
• Comfort working in matrixed organizations and influencing without direct authority
• Entrepreneurial drive, comfort with ambiguity, and analytical, data-driven approach to partner business management
• Bachelor's degree required
