Partnerships

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

Location: Palo Alto, CA

Department: Revenue

Globality is the autonomous sourcing platform to manage the entire intake to award process.

At Globality, we build agentic technology that transforms how global enterprises source goods and services - autonomously, at scale, and without the inefficiencies that have defined procurement for decades. Our platform interprets purchase intent, generates sourcing materials, evaluates suppliers, and executes negotiation strategies without manual intervention.

The Role

Globality is looking for a Partnerships leader to build and scale strategic partnerships across two priority channels: consulting firms and complementary technology vendors. This person will own the full partner lifecycle - from identifying and onboarding partners to enabling their teams and driving co-sell revenue for Glo, our AI-driven autonomous sourcing platform.

You’ll work closely with Sales, Marketing, Product, Legal, Finance, and Customer Success to build our partner strategy, define mutual value, develop commercial models, and scale our partner-drive revenue.

This role suits someone entrepreneurial and relationship-first, who understands that in enterprise procurement, the right partners don't just add pipeline - they add credibility, distribution, and reach into Global 2000 accounts that would otherwise take years to access.

What You Will Do

• Lead consulting partnerships as the top priority - building relationships with global and boutique consulting/SI firms to embed Glo into their sourcing and procurement transformation engagements
• Build and manage partnerships with complementary technology vendors - procurement, ERP, and spend-management platforms - to expand Glo's reach and integration footprint
• Own named partner relationships as the primary point of contact, running regular business reviews and resolving day-to-day issues as they arise
• Develop joint value propositions and GTM plans tailored to enterprise procurement use cases and priority industries
• Orchestrate partner enablement - training, certifications, and sales collateral for partner sales and technical teams
• Structure and negotiate partnership agreements, incentive structures, and success metrics, working with Legal and Finance to finalize deal terms
• Drive pipeline through partner channels and work with Sales on co-selling and deal support
• Track joint deals and partner-sourced pipeline; report on revenue impact
• Build and scale partner program infrastructure - onboarding flows, partner enablement materials, and reporting
• Define partner success metrics and lead quarterly business reviews (QBRs)
• Serve as the partner's internal advocate, feeding market and product feedback to Product and Leadership
• Represent Globality at industry events, partner conferences, and procurement/sourcing ecosystem forums

What You Bring

• 3+ years of experience in partnerships, alliances, business development, or a related enterprise sales function, ideally at a B2B SaaS or enterprise software company
• A track record of sourcing, negotiating, and managing partnerships that produced measurable pipeline or revenue
• Strong commercial and negotiation skills, with experience structuring partnership or reseller agreements
• Excellent written and verbal communication skills, with experience presenting to senior stakeholders at partner organizations and internally
• Comfort operating with ambiguity - this role requires building process and structure, not just following it
• Strong project management skills to manage multiple partner relationships and workstreams in parallel

Nice to have:

• Experience with global systems integrators (e.g., Accenture, Deloitte, EY, KPMG) or procurement/sourcing consultancies
• Familiarity with procurement, sourcing, or spend management as a category
• Experience partnering with or selling AI/ML-driven SaaS products

Why Globality

The opportunity is enormous. Enterprise procurement is one of the last major business functions to be transformed by AI. We're not optimizing at the margins - we're fundamentally rethinking how trillions of dollars get spent.

The team is world-class. Our leadership team brings decades of experience from leading global enterprises, and our culture is built for people who want real ownership, not titles.

You’ll have real impact. This isn't a role where you execute someone else's playbook. You'll shape the strategy, build the programs, and see the direct business impact of your work.

We work together - literally. We're in-office 4 days a week in Palo Alto because the best ideas - and the fastest decisions - happen face to face. One day is yours to work wherever you’re most effective.

The anticipated annual base salary range for this position is $150,000 - $2500,000. Actual compensation may vary based on factors such as experience, skills, and location. This information is provided in accordance with the California Equal Pay Act. We are an equal opportunity employer and participate in the E-Verify program. We are committed to building a diverse and inclusive workplace and do not discriminate on the basis of race, color, gender, sexual orientation, gender identity, religion, national origin, age, disability, or any other protected status.