Global Strategic Alliances Lead, Emerging GSIs

US-SF

About Stripe

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.

What you'll do

As the Emerging GSI's Lead, you will activate and incubate a strategic portfolio of GSIs, driving ambitious GTM efforts. You will be responsible for sourcing, co-selling, and identifying opportunities to embed Stripe into GSI partners' products and platforms. A critical part of this role is owning the global business plan for Emerging GSI's, ensuring mutual revenue growth and strategic alignment across their Payments, Industry, and AI practices.

This role is centered on unlocking "sell-through" revenue by strategically embedding Stripe into our partners' proprietary products, platforms, and managed service offerings. Your objective is to ensure GSIs view Stripe not just as a payment processor to implement, but as a core infrastructure component of their own technology stacks and "as-a-Service" offerings. You will demonstrate an understanding of the Stripe Partner Ecosystem and the Stripe sales organization, using this knowledge to identify high-impact opportunities, support successful partner engagements, and ensure the highest standard of operational excellence.

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

Who you are

We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred experience is a bonus, not a requirement.

Minimum 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

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