Director of Strategic Partnerships, Globality

• 4+ years of experience in partnerships, alliances, business development, or a related enterprise sales function, ideally at a B2B SaaS or enterprise software company
• A track record of sourcing, negotiating, and managing partnerships that produced measurable pipeline or revenue
• Strong commercial and negotiation skills, with experience structuring partnership or reseller agreements
• Excellent written and verbal communication skills, with experience presenting to senior stakeholders at partner organizations and internally
• Comfort operating with ambiguity — this role requires building process and structure, not just following it
• Strong project management skills to manage multiple partner relationships and workstreams in parallel

Desirable

• Globality is looking for a Director, Strategic Partnerships to build and scale strategic partnerships across two priority channels: consulting firms and complementary technology vendors
• This person will own the full partner lifecycle — from identifying and onboarding partners to enabling their teams and driving co-sell revenue for Glo, our AI-driven autonomous sourcing platform
• You'll work closely with Sales, Marketing, Product, Legal, Finance, and Customer Success to build our partner strategy, define mutual value, develop commercial models, and scale our partner-drive revenue
• This role suits someone entrepreneurial and relationship-first, who understands that in enterprise procurement, the right partners don't just add pipeline — they add credibility, distribution, and reach into Global 2000 accounts that would otherwise take years to access
• Lead consulting partnerships as the top priority — building relationships with global and boutique consulting/SI firms to embed Glo into their sourcing and procurement transformation engagements
• Build and manage partnerships with complementary technology vendors — procurement, ERP, and spend-management platforms — to expand Glo's reach and integration footprint
• Own named partner relationships as the primary point of contact, running regular business reviews and resolving day-to-day issues as they arise
• Develop joint value propositions and GTM plans tailored to enterprise procurement use cases and priority industries
• Orchestrate partner enablement — training, certifications, and sales collateral for partner sales and technical teams
• Structure and negotiate partnership agreements, incentive structures, and success metrics, working with Legal and Finance to finalize deal terms
• Drive pipeline through partner channels and work with Sales on co-selling and deal support
• Track joint deals and partner-sourced pipeline; report on revenue impact
• Build and scale partner program infrastructure — onboarding flows, partner enablement materials, and reporting
• Define partner success metrics and lead quarterly business reviews (QBRs)
• Serve as the partner's internal advocate, feeding market and product feedback to Product and Leadership
• Represent Globality at industry events, partner conferences, and procurement/sourcing ecosystem forums