Scale AI Head of Strategic Partnerships at Scale AI responsible for architecting and expanding the partnership ecosystem with Global Systems Integrators. Owns GSI-sourced and influenced pipeline and drives alliance agreements to closed revenue.
Responsibilities
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
Qualification
Required
12+ years of experience in revenue-carrying business development, strategic partnerships, or partner management
