Global Partner Lead

Responsibilities

• Own the global strategy and success of a named portfolio of Global Systems Integrator (GSI) partnerships.
• Establish, onboard, and scale partnerships against goals set with the Head of GTM Partnerships.
• Set partner-level strategy, joint business plans, goals, expectations, and investment frameworks.
• Allocate go-to-market, technical, and executive resources across the partner portfolio.
• Build executive relationships across partner sales, delivery, and alliances organizations, engaging customer executives as needed.
• Partner with Regional Partner Leads to translate global strategy into regional execution.
• Drive co-selling, joint go-to-market, enablement, and pipeline-generation programs.
• Establish operating cadences including business reviews, governance, pipeline tracking, executive updates, and escalation management.
• Enable partner organizations through training, readiness programs, certifications, and solution alignment.
• Support repeatable joint solution offerings, implementation motions, and industry-specific use cases.
• Represent the company in executive and customer engagements, partner briefings, QBRs, joint pursuits, and industry events.
• Assess and establish additional strategic partnerships, including with hyperscalers, data platforms, AI labs, and lab instrument providers.
• Provide market and competitive intelligence to partner strategy.
• Collaborate with Sales, Professional Services, Customer Success, Legal, Finance, Product, Engineering, and Marketing.
• Build repeatable frameworks, playbooks, and enablement materials for regional teams.

Requirements

• 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.
• Experience building and executing global or enterprise-scale partner strategies.
• Track record of driving measurable partner-sourced or partner-influenced pipeline and revenue.
• Experience structuring and negotiating partnership agreements, including joint business plans and MSAs.
• Executive presence and ability to influence senior internal, partner, and customer stakeholders.
• Experience influencing cross-functional and partner-side stakeholders without direct authority.
• Understanding of how large consulting and transformation organizations operate globally, including practice structures, incentive models, and delivery organizations.
• Technical and product fluency sufficient to engage with technical, delivery, and architecture stakeholders.
• Strong program management and cross-functional collaboration skills.
• Comfort operating in ambiguity and building new processes.
• Bachelor's degree or equivalent experience.

Nice to Have

• MBA.

Compensation

• Annual salary range: $170,000–$255,000.