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aitechOtheroffice
About this role
Scale AI is seeking a Head of Strategic Partnerships to expand its partnership ecosystem and drive revenue through Global Systems Integrators. The role involves building relationships, negotiating partnerships, and collaborating across teams.
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.
Responsibilities
Responsibilities
- 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.
Requirements
Requirements
- 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.
Conditions & Benefits
Conditions
- 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.
- 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.
Job Details
Salary$134,400–$168,000
LocationOffice
AI Score★★★★★★★★☆☆ 8/10
PostedOct 15, 2026 (2h ago)
Tags & Skills
aitechOtheroffice