Partner Development Manager, Global Strategic Alliances

Stripe; Seattle (WA); Hybrid; USD 190,000 - 285,000; Full time

Benefits offered by this job

Equity

401(k) plan

Medical, dental, and vision benefits

Wellness stipends

Job summary

Stripe is seeking a Global Lead for Deloitte and PwC to drive the global alliance with these GSIs. You will set strategy, own the business plan, and enable strong local execution across regions. You will partner with PDMs and Partner Sales to generate demand, expand the partnership, and drive joint revenue growth.

The role demands deep partner ecosystem knowledge, stakeholder leadership, and a partner-first mindset to deliver measurable customer value and growth for Stripe and its customers.

Qualifications

• Proven track record in building joint GTM partnerships with GSIs.
• Strong leadership across strategy, sales and solution development.
• Experience coordinating with consulting partners and/or ISVs.

Responsibilities

• Own global PwC and Deloitte strategy and KPIs.
• Set partnership objectives and direct senior sponsors.
• Collaborate on joint GTM strategy and target markets.
• Drive cross-functional alignment to enable co-sell motions.
• Lead account mapping and blitz activities for joint opportunities.
• Coordinate resources for scalable long-term joint GTM models.
• Accelerate partner deals with pre/post-sales support and pipeline reviews.
• Broker internal resources and investments to hit quarterly goals.

Skills

Global partnerships

GSI sales & GTM

Executive sponsorship

Strategic alliance leadership

Revenue growth

Job description

About Stripe

Stripe is a financial infrastructure platform for businesses. Millions of companies - from the world’s largest enterprises to the most ambitious startups - use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.

About The Team

The Global Alliances and Channels team drives growth by building and scaling go-to-market (GTM) partnerships with world-class professional services firms, including global systems integrators (GSIs) and consultancies, alongside strategic technology leaders like AWS, Salesforce, and Adobe. Our mission is to provide users with a comprehensive ecosystem of technology and industry expertise, ensuring Stripe and our partners build high-growth, mutually beneficial businesses. We bridge the gap between Stripe’s platform and the specialized solutions our users need to scale globally.

What you’ll do

As the Global Lead for Deloitte and PwC, you will drive the success of Stripe’s global alliance with these GSI’s by setting global strategy and enabling strong local execution of joint go-to-market and co-sell motions across all active regions. You will own the business plan, driving mutual revenue growth and strategic alignment across the GSI’s Payments, Industry, and AI practices. You will partner with Partner Development Managers and Partner Sales Managers globally to generate net-new demand, expand the partnership, and support Partner Development Manager activities across priority GEO’s. In this highly visible, fast-paced role, you will advance our strategic relationship through joint sales execution, solution development, and delivery alignment while maintaining a global view of partner performance and accelerating partner-driven revenue across Stripe’s sales segments. You will collaborate cross-functionally with Partner Sales leadership, Partner Development, Account Executives, and other Stripe teams to identify high-impact opportunities, support complex deals, and maintain strong operational rigor. Success requires deep knowledge of the Stripe partner ecosystem, strong stakeholder leadership, and a partner-first mindset that drives measurable customer value and shared growth for both the GSI’s and Stripe.

Responsibilities

• Build, enable, and operate the global PwC and Deloitte strategy and business, owning the global business plan and associated KPIs
• Set partnership objectives, goals, and strategic direction while acting as the senior counterpart to PwC and Deloitte executive sponsors
• Collaborate on joint GTM strategy, including strategic priorities, target markets, and industry focus areas
• Partner with global, regional, and local teams (Stripe PDMs, A&C leadership, and GSI counterparts) to drive strategy, solution development, partner enablement, pipeline growth, and deal closure
• Enable joint sales success by activating teams on the combined value proposition, leading account mapping, executing blitz activities, and co-creating opportunities
• Orchestrate cross-functional resources to support co-sell and GTM motions while building and maintaining a scalable long-term joint GTM model that drives partner and customer success
• Accelerate key partner deals through pre- and post-sales support and lead pipeline reviews to uncover growth opportunities
• Broker internal resources, tools, references, and investments required to achieve quarterly business goals

Who you are

We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred experience is a bonus, not a requirement.

Minimum Requirements

• 12+ years of experience in GSI Partner Sales and GTM, business development, strategic alliances, or platform sales, with a focus on global partnerships
• Proven track record of building successful joint GTM partnerships and solutions with GSIs
• Deep experience working with PwC and Deloitte, including established executive relationships and a strong understanding of the GSI partner’s internal structure and decision-making processes
• Leadership experience across strategy, sales, and solution development, collaborating closely with consulting partners and/or ISVs
• Understanding of the Managed Services Provider (MSP) landscape and how enterprises outsource functions like fraud and billing
• Process-oriented mindset with a drive to solve individual challenges while building for scale
• Exceptional communication and presentation skills, with the ability to engage diverse functional and technical leadership internally and externally
• Strong track record of exceeding revenue goals, specifically in partner-sourced or sell-through revenue
• Ability to define and implement new business models (e.g., transforming a professional services relationship into a recurring revenue model through a platform partnership)

Preferred Qualifications

• Experience in a Product or Platform partnership role at a top-tier Enterprise Cloud Software firm or within a GSI’s product arm
• Exposure to payments and commerce landscape
• Understanding of how Stripe’s stack differentiates and compliments other technology solutions in different integration models

Hybrid work at Stripe

This role is available either in an office or a remote location (35+ miles or 56+ km from a Stripe office).

In-office expectations

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

Working remotely at Stripe

A remote location is defined as being 35 miles (56 kilometers) or more from one of our offices. While you would be welcome to come into the office for team/business meetings, on-sites, meet-ups, and events, our expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location. We encourage you to apply for roles that match the location where you currently live or plan to live.

Pay and benefits

The annual US base salary range for this role is $190,200 - $285,200. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.

At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us.