Head of Strategic Partnerships, Global Systems Integrators

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.

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.

• 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

• 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…