Role overview

Scale AI is seeking a Head of Strategic Partnerships for Global Systems Integrators to lead the company’s partnership ecosystem and go-to-market strategy. Scale develops reliable AI systems and provides Generative AI expertise and infrastructure to enterprises across industries. This role will focus on building and expanding relationships with professional services firms and major consultancies to accelerate AI application development.

Key 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 executives at top GSIs and consultancies.
Structure and negotiate alliance agreements covering resale, referral, co-sell, joint go-to-market, and delivery partnerships with cross-functional alignment.
Create joint account plans with GSI partners for Scale’s priority Enterprise accounts and drive co-selling activities with Scale’s sales teams.
Support partners in building Scale-certified practices through training, technical enablement, certification, reference architectures, and repeatable delivery playbooks.
Co-develop industry-specific solutions with partners in areas such as financial services, healthcare, public sector, and telecom.
Generate significant top-of-funnel pipeline through the GSI channel and own post-signature execution including partner onboarding, delivery quality, and quarterly business reviews.

Requirements

Twelve or more years of experience in revenue-carrying business development, strategic partnerships, partner management, or similar roles at technology or payments companies, with significant experience managing GSI or major consultancy relationships.
Established network across alliance and AI/data practice leadership at major GSIs.
Proven track record of building a GSI program that delivered measurable sourced and influenced revenue.
Deep understanding of how GSIs operate, staff engagements, and select technologies for practice development.
Experience with enterprise AI, data, or cloud platform partnerships and negotiating complex multi-party commercial agreements.
Ability to work effectively in a highly matrixed organization and influence without direct authority, combined with entrepreneurial drive and comfort with ambiguity.
Bachelor’s degree required.

What makes this role worth considering

This position offers the opportunity to shape Scale’s global go-to-market strategy at a company working with industry leaders and government agencies including Meta, Ernst & Young, Mayo Clinic, and U.S. government entities. You will operate across a highly collaborative, cross-functional environment spanning product, engineering, finance, legal, marketing, and operations, with success measured by GSI-sourced revenue, certified partner growth, and ecosystem health.