Strategic Partnerships Leader - Enterprise Alliances

Globality, Inc.; Palo Alto (CA); Hybride; USD 150 000 - 250 000; Plein temps

Résumé du poste

Globality, Inc. is seeking a Partnerships leader to build and scale strategic partnerships with consulting firms and technology vendors.

You will own the full partner lifecycle from onboarding to enabling partner teams and driving co-sell revenue for Globality's AI-driven autonomous sourcing platform. You will collaborate with Sales, Marketing, Product, Legal, Finance, and Customer Success to craft the partner strategy, develop commercial models, and scale partner-driven revenue across

Qualifications

• 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

Responsabilités

• 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

Connaissances

Partnerships

Business development

Negotiation

Stakeholder management

Description du poste

Globality, Inc. is seeking a Partnerships leader to build and scale strategic partnerships with consulting firms and technology vendors.

You will own the full partner lifecycle from onboarding to enabling partner teams and driving co-sell revenue for Globality's AI-driven autonomous sourcing platform. You will collaborate with Sales, Marketing, Product, Legal, Finance, and Customer Success to craft the partner strategy, develop commercial models, and scale partner-driven revenue across