Partner Development Manager, Global Strategic Alliances

Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career.

About The Team

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

• Build, enable, and operate the global PwC and Deloitte strategy and business, owning the global business plan and associated KPIs
• Set partnership objectives, goals, and strategic direction while acting as the senior counterpart to PwC and Deloitte executive sponsors
• Collaborate on joint GTM strategy, including strategic priorities, target markets, and industry focus areas
• Partner with global, regional, and local teams (Stripe PDMs, A&C leadership, and GSI counterparts) to drive strategy, solution development, partner enablement, pipeline growth, and deal closure
• Enable joint sales success by activating teams on the combined value proposition, leading account mapping, executing blitz activities, and co-creating opportunities
• Orchestrate cross-functional resources to support co-sell and GTM motions while building and maintaining a scalable long-term joint GTM model that drives partner and customer success
• Accelerate key partner deals through pre- and post-sales support and lead pipeline reviews to uncover growth opportunities
• Broker internal resources, tools, references, and investments required to achieve quarterly business goals

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 experience working with PwC and Deloitte, including established executive relationships and a strong understanding of the GSI partner’s 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
• Ability to define and implement new business models (e.g., transforming a professional services relationship into a recurring revenue model through a platform partnership)

Preferred Qualifications

• Experience in a Product or Platform partnership role at a top-tier Enterprise Cloud Software firm or within a GSI’s product arm
• Exposure to payments and commerce landscape
• Understanding of how Stripe’s stack differentiates and complements other technology solutions in different integration models

Schedule

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

• In-office expectations: Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This balances in-person collaboration and flexibility.
• Working remotely at Stripe: A remote location is defined as being 35 miles (56 kilometers) or more from one of our offices. While you may come into the office for team/business meetings, on-sites, meet-ups, and events, the expectation is you would regularly work from home rather than a Stripe office. Stripe does not cover the cost of relocating to a remote location.

Pay and Benefits

The annual US base salary range for this role is $190,200 - $285,200. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning it includes both the sales commissions/sales bonuses target and annual base salary. This range may be narrowed during the interview process based on experience, qualifications, and location. Applicants outside the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.