Head of Strategic Partnerships, Global Systems Integrators

About Scale AI

Our mission is to develop reliable AI systems for the world's most important decisions. The Enterprise AI business delivers performant, reliable, and production-grade AI applications to enterprises across all industries by providing Generative AI expertise and infrastructure.

The Role

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.

You will

• 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

Ideally you’d have

• 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)
• An existing network across alliance and AI/data practice leadership at major GSIs
• A 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