ROLE OVERVIEWThe Global Partner Lead (GPL) owns the global strategy and success of a named portfolio of Global Systems Integrator (GSI) partnerships. This is a strategic and hands-on role for a partnerships leader who can set direction at the executive level while staying close enough to the day-to-day relationship to drive real pipeline and revenue outcomes.
Each GPL is assigned a set of named GSI partners and is fully responsible and accountable for establishing, onboarding, and scaling those partnerships against goals set in collaboration with the Head of GTM Partnerships. GPLs also work closely with their Regional Partner Lead (RPL) counterparts to ensure the global strategy translates into effective regional execution.
RESPONSIBILITIESNamed GSI Partner Ownership (~80% of time)- Serve as the global executive owner for a named portfolio of GSI partners - fully responsible and accountable for establishing, onboarding, and ensuring the success of each partnership
- Set global partner-level strategy, joint business plans, goals, and expectations for each named partner, and track progress against those goals on a regular cadence
- Segment and prioritize named partners within the portfolio, establishing an investment framework that reflects each partner's stage, strategic value, and growth potential
- Allocate GTM, technical, and executive resources across the named partner portfolio based on where they will have the highest impact
- Build and maintain executive-level relationships with partner-side leadership across sales, delivery, and alliances functions, engaging customer-side executives as needed
- Adjust strategy and plans as needed based on partner performance and market feedback
- Partner with Regional Partner Lead(s) to translate global strategy into regional plans, ensuring alignment and consistent execution across regions
- Drive co-selling, joint go-to-market, enablement, and pipeline-generation programs with named partners
- Establish a strong operating cadence with named partners - business reviews, governance models, pipeline tracking, executive updates, and escalation management
- Enable partner organizations through training, readiness programs, certifications, and solution alignment to build and strengthen the company's practice within each named GSI
- Support development of repeatable joint solution offerings, implementation motions, and industry-specific use cases with partner delivery teams
- Represent the company in executive and customer-facing engagements alongside partner stakeholders, including partner briefings, QBRs, joint customer pursuits, and relevant industry events
Ecosystem Expansion (~20% of time)- Assess and - where appropriate and as directed by the Head of GTM Partnerships - establish new partnerships with other strategic GTM partner types (e.g., hyperscalers, data/lake platforms, foundation model/AI labs, lab instrument providers)
- Feed market and competitive intelligence back into overall partner strategy
Cross-Functional Leadership- Partner closely with internal teams - including Sales, Professional Services, Customer Success, Legal, Finance, Product, Engineering, and Marketing, and more as needed - to ensure partner strategy supports company-wide GTM goals
- Build repeatable frameworks, playbooks, and enablement materials that regional teams can leverage
QUALIFICATIONS- 10+ years of experience in partnerships, alliances, channel, or business development, including meaningful experience managing large, complex GSIs or similarly matrixed global partners
- Experience in life sciences, biotech, or pharma required
- Demonstrated ability to build and execute partner strategy at a global/enterprise scale
- Track record of driving measurable partner-sourced or partner-influenced pipeline and revenue
- Experience structuring and negotiating partnership agreements (e.g., joint business plans, MSAs)
- Executive presence, with the ability to build trust and influence senior stakeholders - including CEOs, CIOs, CTOs, CSOs, Managing Partners, and other senior business leaders - internally, at partner organizations, and with customers as needed
- Track record of influencing cross-functional and partner-side stakeholders without direct authority
- Strong understanding of how large consulting and transformation organizations operate globally - practice structures, incentive models, and delivery organizations
- Technical and product fluency, with the ability to engage credibly with technical, delivery, and architecture stakeholders without needing to be hands-on technical
- Strong program-management and cross-functional collaboration skills
- Comfort operating in ambiguity and building process where none exists yet
- Bachelor's degree or equivalent experience; MBA a plus
HOW WE WORKWe offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week (Monday, Tuesday, and Thursday).
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