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

Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position and may be inclusive of several career levels at Scale; it will be determined during the interview process based on work location and additional factors, including job-related skills, experience, qualifications, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You'll also receive benefits including, but not limited to: comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

Please reference the job posting's subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the locations of San Francisco, New York, Seattle is:

$134,400—$168,000 USD