Global Strategic Alliances Lead, Deloitte and PwC
StripeExternal listing
About the role
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 Global Lead for Deloitte and PwC, you will drive the success of Stripe’s global alliance with these GSI’s by setting global strategy and enabling strong local execution of joint go-to-market and co-sell motions across all active regions. You will own the business plan, driving mutual revenue growth and strategic alignment across the GSI’s Payments, Industry, and AI practices. You will partner with Partner Development Managers and Partner Sales Managers globally to generate net-new demand, expand the partnership, and support Partner Development Manager activities across the AMER region. In this highly visible, fast-paced role, you will advance our strategic relationship through joint sales execution, solution development, and delivery alignment while maintaining a global view of partner performance and accelerating partner-driven revenue across Stripe’s sales segments. You will collaborate cross-functionally with Partner Sales leadership, Partner Development, Account Executives, and other Stripe teams to identify high-impact opportunities, support complex deals, and maintain strong operational rigor. Success requires deep knowledge of the Stripe partner ecosystem, strong stakeholder leadership, and a partner-first mindset that drives measurable customer value and shared growth for both the GSI’s and Stripe. Responsibilities - Build, enable, and operate the global PwC and Deloitte strategy and business, owning the global business plan and associated KPIs - Set partnership objectives, goals, and strategic direction while acting as the senior counterpart to PwC and Deloitte executive sponsors - Collaborate on joint GTM strategy, including strategic priorities, target markets, and industry focus areas - Partner with global, regional, and local teams (Stripe PDMs, A&C leadership, and GSI counterparts) to drive strategy, solution development, partner enablement, pipeline growth, and deal closure - Enable joint sales success by activating teams on the combined value proposition, leading account mapping, executing blitz activities, and co-creating opportunities - Orchestrate cross-functional resources to support co-sell and GTM motions while building and maintaining a scalable long-term joint GTM model that drives partner and customer success - Accelerate key partner deals through pre- and post-sales support and lead pipeline reviews to uncover growth opportunities - Broker internal resources, tools, references, and investments required to achieve quarterly business goals 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 experience working with PwC and Deloitte, including established executive relationships and a strong understanding of the GSI partner’s 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 - Exposure to payments and commerce landscape - Understanding of how Stripe’s stack differentiates and compliments other technology solutions in different integration models
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