Global Strategic Alliances Lead, Emerging GSIs

About the role

The Global Alliances and Channels team drives growth by building and scaling go-to-market (GTM) partnerships with world-class professional services firms, including global systems integrators (GSIs) and consultancies, alongside strategic technology leaders like AWS, Salesforce, and Adobe. Our mission is to provide users with a comprehensive ecosystem of technology and industry expertise, ensuring Stripe and our partners build high-growth, mutually beneficial businesses. We bridge the gap between Stripe’s platform and the specialized solutions our users need to scale globally.

Responsibilities

• Define, enable, and operate the Emerging GSI strategy and global business plan, including associated KPIs, to transform them into high-growth, high-impact GTM partnerships
• Establish partnership goals and strategic direction while serving as the senior executive counterpart to GSI sponsors
• Lead the joint GTM strategy, covering strategic priorities, target markets, industry focus areas, joint solution development, pipeline generation, and deal closure
• Drive the GSI embedded solutions strategy, focusing on integrating Stripe into partner platforms and Managed Services offerings
• Incubate and scale high-impact pilot programs with select GSIs to validate and refine the embedded model for global deployment
• Unlock new revenue streams by positioning Stripe as a foundational component of GSI’s BPO, Managed Services, and Products / Platforms
• Evangelize the embedded model to GSI product leaders, articulating the commercial value of platform monetization through Stripe
• Cultivate deep executive relationships across GSI industry, payment, commerce practices, product owners, and managed services leads, expertly selling both to and with the partner

Requirements

• 12+ years of experience in GSI Partner Sales and GTM, business development, strategic alliances, or platform sales, with a focus on global partnerships
• Proven track record of building successful joint GTM partnerships and solutions with GSIs
• Deep GSI expertise, including established executive relationships and a strong grasp of GSI internal structure and decision-making processes
• Leadership experience across strategy, sales, and solution development, collaborating closely with consulting partners and/or ISVs
• Understanding of the Managed Services Provider (MSP) landscape and how enterprises outsource functions like fraud and billing
• Process-oriented mindset with a drive to solve individual challenges while building for scale
• Exceptional communication and presentation skills, with the ability to engage diverse functional and technical leadership internally and externally
• Strong track record of exceeding revenue goals, specifically in partner-sourced or sell-through revenue
• Experience in a Product or Platform partnership role at a top-tier Enterprise Cloud Software firm or within a GSI’s product arm

Qualifications

• Passion for driving growth and innovation in the tech industry
• Ability to build and maintain strong relationships with key stakeholders
• Strong analytical and problem-solving skills
• Excellent interpersonal and communication skills
• Ability to manage multiple projects simultaneously
• Experience working in a fast-paced, dynamic environment

Skills

• Strategic thinking and execution
• Partnership management and development
• Business development and sales
• Collaboration and teamwork
• Project management and planning

Benefits

• Annual US base salary range: $172,900 - $259,300
• Company bonus or sales commissions/bonuses
• 401(k) plan
• Medical, dental, and vision benefits
• Wellness stipends

Pay

The annual US base salary range for this role is $172,900 - $259,300. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location.

Schedule

This role is available either in an office or a remote location (35+ miles or 56+ km from a Stripe office).