Enterprise Partnerships Director — Co-Sell & Alliances

Globality; Palo Alto (CA); Hybrid; USD 150,000 - 250,000; Full time

Job summary

Globality is seeking a partnerships leader based in Palo Alto to build and scale strategic alliances with consulting firms and technology vendors. You will own the full partner lifecycle—from identifying and onboarding to enabling partner teams and driving co-sell revenue for Globality’s AI-driven sourcing platform.

You’ll collaborate with Sales, Marketing, Product, Legal, Finance, and Customer Success to define mutual value, develop commercial models, and scale partner-driven revenue.

Qualifications

• 3+ years in partnerships, alliances, or enterprise sales in B2B SaaS.
• Proven ability to source, negotiate, and manage partnerships with measurable pipeline.
• Strong commercial and negotiation skills; experience with partner or reseller agreements.
• Excellent written and verbal communication; ability to present to senior stakeholders.

Responsibilities

• Lead consulting partnerships with global and boutique firms to embed Globality into sourcing transformations.
• Build and manage partnerships with technology vendors to expand reach and integrations.
• Own named partner relationships as primary contact; conduct business reviews and resolve issues.
• Develop joint value propositions and GTM plans for enterprise procurement use cases.
• Orchestrate partner enablement—training, certifications, and sales collateral.
• Structure and negotiate partnership agreements with Legal and Finance for terms.
• Drive pipeline through partner channels and support co-selling with Sales.
• Track joint deals and partner-sourced pipeline; report revenue impact.
• Build partner program infrastructure—onboarding flows, enablement materials, reporting.
• Define partner success metrics and lead quarterly business reviews.
• Advocate for partners; relay market and product feedback to Product/Leadership.
• Represent Globality at industry events and partner conferences.

Skills

Partnerships

Negotiation

Communication

Ambiguity tolerance

Project management

Job description

Globality is seeking a partnerships leader based in Palo Alto to build and scale strategic alliances with consulting firms and technology vendors. You will own the full partner lifecycle—from identifying and onboarding to enabling partner teams and driving co-sell revenue for Globality’s AI-driven sourcing platform.

You’ll collaborate with Sales, Marketing, Product, Legal, Finance, and Customer Success to define mutual value, develop commercial models, and scale partner-driven revenue.