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

• Ability to define and implement new business models (e.g., transforming a professional services relationship into a recurring revenue model through a platform partnership)

Skills

• Strategic thinking and execution
• Collaborative leadership
• Business acumen
• Market analysis and competitive intelligence
• Partnership management
• Revenue generation
• Customer engagement and relationship management

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

• On Target Earnings ("OTE") range for sales roles

Schedule

• Office-assigned Stripes spend at least 50% of the time in their local office or with users
• A remote location is defined as being 35 miles (56 kilometers) or more from one of our offices