Head of Strategic Partnerships, Global Systems Integrators

Scaleai; San Francisco (CA); Hybrid; USD 134,000 - 168,000; Full time

Benefits offered by this job

Health, dental, and vision coverage

Retirement benefits

Learning and development stipend

Generous PTO

Commuter stipend

Job summary

Scale AI is seeking a seasoned leader to architect and expand our GSI partnership program, building high-impact relationships with top GSIs and consultancies to accelerate AI applications. You will own the strategy for SIs, drive co-sell motions and joint go-to-market plans, and turn alliance agreements into revenue through onboarding, delivery enablement and practice building.

This cross-functional role collaborates with product, engineering, finance, legal, marketing and operations to ensure

Qualifications

• 12+ years of experience in revenue-carrying business development, partnerships, or similar roles at a tech company or payments company.

Responsibilities

• Define and deliver the strategy and roadmap for Scale's GSI partnership program and partner selection.
• Build trusted relationships with alliance leaders and C-level executives at GSIs and consultancies.
• Structure and negotiate alliance agreements and secure cross-functional alignment on terms.
• Build joint account plans with GSI partners for enterprise accounts and drive co-selling.
• Help partners build Scale-certified practices including training and enablement.
• Design partner incentives and engagement rules to align Scale and GSI efforts.
• Generate top-of-funnel pipeline through the GSI channel with revenue targets.

Skills

Strategic partnerships

GSI partnerships

Revenue pipeline

Negotiation

Cross-functional leadership

Education

Bachelor's degree

Job description

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

***PLEASE NOTE:Our policy requires a 90-day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants.

About Us:

*At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Meta, Ernst& Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. We are expanding our team to accelerate the development of AI applications.

*We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.

*We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at [e-mail]. Please see the United States Department of Labor's Know Your Rights poster for additional information.

*We comply with the United States Department of Labor's Pay Transparency provision.

*PLEASE NOTE: We collect, retain and use personal data for our professional business purposes, including notifying you of job opportunities that may be of interest and sharing with our affiliates. We limit the personal data we collect to that which we believe is appropriate and necessary to manage applicants’ needs, pr*