GSI/Consulting Partnerships Manager, Arize AI
$185-200k
+ Equity
Machine learning observability platform
Posted today
Machine learning observability platform
21-100 employees
Posted today
$185-200k
+ Equity
21-100 employees
Company mission
To make the world’s AI work and work for the people.
Role
Who you are
- 5+ years experience in strategic partnerships, business development, or consulting sales within enterprise software, AI/ML, or SaaS
- Proven success managing GSI relationships and driving $10M+ in partner-influenced revenue
- Knowledge of AI/ML frameworks (LangChain, OpenAI, Anthropic), cloud platforms (AWS, Azure, GCP), and enterprise B2B sales cycles
- Strong relationship-building, strategic thinking, and executive influencing skills
- Entrepreneurial mindset with experience in high-growth, fast-paced environments
Desirable
- Existing relationships within the AI/ML consulting ecosystem and major GSI organizations
- Previous experience at high-growth AI/ML companies or developer-focused platforms
- Background in consulting or professional services with understanding of delivery models
- Experience with open-source community building and developer relations
- Technical background or engineering degree preferred but not required
What the job involves
- We’re looking for a strategic, driven, and entrepreneurial leader to build and scale our Global Systems Integrator (GSI) and AI/ML consulting partner ecosystem from the ground up
- In this high-impact role, you’ll be responsible for developing deep partnerships with tier-1 consultancies and hyperscalers, driving significant partner-sourced revenue, and positioning Arize as the leading AI observability platform for enterprise customers
- You’ll serve as the connective tissue between partners, internal teams, and customers — shaping our partnership strategy, enabling partner success, and accelerating go-to-market execution
- Build and expand strategic relationships with tier-1 GSIs (Accenture, Deloitte, Infosys, PwC, KPMG, EY, Capgemini, etc.) and emerging AI-focused consultancies
- Develop and execute GSI partnership strategies aligned with Arize’s go-to-market objectives and AI observability market expansion
- Negotiate and structure high-impact partnership agreements that drive joint customer success
- Create scalable frameworks for partner program tiers, performance tracking, and alliance lifecycle management
- Drive partner-sourced pipeline and revenue growth, targeting 40–60% contribution through partner channels within 24 months
- Collaborate with Enterprise Sales and Account Management to accelerate new logo acquisition and account expansion
- Establish forecasting methodologies, deal registration processes, and opportunity tracking systems
- Lead territory planning, account planning, and pipeline management to achieve partner sales quotas
- Design and deliver comprehensive partner onboarding programs, technical training, and AI observability certifications
- Develop partner-specific sales enablement materials, competitive positioning guides, and use case content
- Conduct regular business reviews, partner health assessments, and program optimization initiatives
- Build joint go-to-market plays, talk tracks, and sales motions to help partners identify and win new business opportunities
- Create and maintain partner-facing documentation, case studies, and technical integration guides
- Collaborate with Product Marketing, Marketing, and Customer Success on joint value propositions, co-marketing campaigns, and seamless implementation experiences
- Partner with Product and Engineering teams to align on partner-specific feature requirements and roadmap priorities
- Coordinate with Legal and Finance on contracts, commissions, and partnership terms
- Work cross-functionally with internal stakeholders to ensure a consistent and frictionless partner and customer experience
- Provide partner and customer feedback to drive continuous improvement across the organization
- Monitor AI observability market trends, competitive dynamics, and emerging partnership opportunities
- Represent Arize at industry events, partner summits, and AI conferences to build relationships and elevate brand presence
- Develop thought leadership content, speak at events, and build Arize’s reputation as the leader in AI observability
- Research accounts, stakeholders, and competitors to establish executive-level relationships and evangelize the Arize vision
- Execute co-marketing events and content initiatives to increase visibility, lead generation, and brand awareness
Our take
Machine learning is rapidly becoming a fundamental and mainstream automation tool used across many industries. The issue, however, is that monitoring, assessing, and improving ML models is costly, and especially tricky without monitoring capabilities. It’s created a market demand for ML monitoring tools, and Arize’s platform offers a rich suite of them.
The Arize platform gives developers and operators comprehensive oversight of their models with tools including performance tracing, drift detection, and integration and deployment. This provides a crucial guardrail: as more decision-making is handed over to ML in areas like insurance and loans, poor ML model performance can have a catastrophic effect on both individuals and customers alike.
Remarkably, given this development, ML observability platforms aren’t yet in huge supply. Arize startup rivals like Censius and WhyLabs are making strong headway, but a clear winner has by no means yet emerged. Arize has, however, netted some major customers: Spotify, Instacart, Uber, and P&G are a handful of the major clients that will help it lay a strong foundation in what is anticipated to be a highly lucrative market.
Kirsty
Company Specialist at Welcome to the Jungle
Meet the team
Meet Andy, Product Design Team Lead
Our mission
Collaborate to create functional and innovative design solutions.Insights
23% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Sep 2022
$38m
SERIES B
Sep 2021
$19m
SERIES A
Total funding: $61m
Company benefits
- Remote work
- Open PTO policy
- Health, dental, vision insurance
- 401K
- Company wellness days
- Coworking
Company values
- Do > Say - We believe in building, not just talking. Execution matters more than meetings, and progress beats process. Instead of endless debate, we prototype. Instead of bureaucracy, we ship. AI moves fast—so do we.
- N+1 - Good enough isn’t good enough. We believe in continuous improvement—whether it’s improving AI-powered systems, our product, or ourselves, there’s always a better version to build, iterate, and level up.
- Bring Solutions - Spot a problem? Own it. We don’t waste time on complaints or excuses—we focus on fixing, improving, and building. Whether it’s a blocker in a project or a gap in how we work, the expectation is simple: push for a better way forward.
Company HQ
New York, NY 10006
Articles
Leadership
Jason Lopatecki
(Co-Founder & CEO)Previously a System Architect at Calix, before they moved on to found and serve as CSO/CIO at TubeMogul for over a decade.
Aparna Dhinakaran
(Co-Founder & CPO)Has held Software Engineer roles at both Dote and Apple, and worked on Machine Learning at TubeMogul and Uber. Also co-founded and served as CEO at Monitor ML, and is additionally a columnist at Forbes.
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