Global Strategic Alliances Lead, Emerging GSIs

At Stripe, a Most Loved Workplace® certified employer in the Financial Services space, Economic infrastructure for the internet, powering ambitious businesses globally..

<h2><strong>About Stripe</strong></h2>

<p>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.</p>

<h3><strong>About the team</strong></h3>

<p>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.</p>

<h3><strong>What you’ll do</strong></h3>

<p>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.</p>

<p>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.</p>

<h3><strong>Responsibilities</strong></h3>

<ul>

<li>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</li>

<li>Establish partnership goals and strategic direction while serving as the senior executive counterpart to GSI sponsors</li>

<li>Lead the joint GTM strategy, covering strategic priorities, target markets, industry focus areas, joint solution development, pipeline generation, and deal closure</li>

<li>Drive the GSI embedded solutions strategy, focusing on integrating Stripe into partner platforms and Managed Services offerings</li>

<li>Incubate and scale high-impact pilot programs with select GSIs to validate and refine the embedded model for global deployment</li>

<li>Unlock new revenue streams by positioning Stripe as a foundational component of GSI’s BPO, Managed Services, and Products / Platforms</li>

<li>Evangelize the embedded model to GSI product leaders, articulating the commercial value of platform monetization through Stripe</li>

<li>Cultivate deep executive relationships across GSI industry, payment, commerce practices, product owners, and managed services leads, expertly selling both <em>to</em> and <em>with</em> the partner</li>

</ul>

<h3><strong>Who you are</strong></h3>

<p>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.</p>

<h3><strong>Minimum requirements</strong></h3>

<ul>

<li>12+ years of experience in GSI Partner Sales and GTM, business development, strategic alliances, or platform sales, with a focus on global partnerships</li>

<li>Proven track record of building successful joint GTM partnerships and solutions with GSIs</li>

<li>Deep GSI expertise, including established executive relationships and a strong grasp of GSI internal structure and decision-making processes</li>

<li>Leadership experience across strategy, sales, and solution development, collaborating closely with consulting partners and/or ISVs</li>

<li>Understanding of the Managed Services Provider (MSP) landscape and how enterprises outsource functions like fraud and billing</li>

<li>Process-oriented mindset with a drive to solve individual challenges while building for scale</li>

<li>Exceptional communication and presentation skills, with the ability to engage diverse functional and technical leadership internally and externally</li>

<li>Strong track record of exceeding revenue goals, specifically in partner-sourced or sell-through revenue</li>

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

</ul>

<h3><strong style="font-size: 14px;">Preferred qualifications</strong></h3>

<ul>

<li>Experience in a Product or Platform partnership role at a top-tier Enterprise Cloud Software firm or within a GSI’s product arm</li>

</ul>

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