Jobs in Palo Alto, CA

About the role

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.

What you'll bring

• 4+ years of experience in partnerships, alliances, business development, or a related enterprise sales function
• 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
• Experience with global systems integrators (e.g., Accenture, Deloitte, EY, KPMG) or procurement/sourcing consultancies
• Familiarity with procurement, sourcing, or spend management as a category
• Experience partnering with or selling AI/ML-driven SaaS products
• ideally at a B2B SaaS or enterprise software company