Head of Strategic Partnerships, Global Systems Integrators

San Francisco · USD 134,400-168,000 · Posted Oct 14, 2026

At a glance

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

Scale AI is looking for a seasoned leader and operator to architect and expand the partnership ecosystem and transform how Scale goes to market globally.
The role involves building high-impact relationships with world-class partners, focused on professional services firms, to accelerate the development of AI applications.
This is a revenue-minded position responsible for owning GSI-sourced and GSI-influenced pipeline, setting strategy, and running the operating cadence to turn alliance agreements into closed revenue.

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 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 including training, technical enablement, certification, reference architectures, and repeatable delivery playbooks
Co-develop industry-specific solutions and offerings with partners 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 including partner onboarding, delivery quality, joint marketing, and quarterly business reviews

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
Bachelor's degree required

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