Global Head of Technology GTM Partnerships

Job Description

The Global Head of Technology GTM Partnerships will lead Stripe’s technology, software, and ISV partner business. Stripe is investing in building out its worldwide GTM partnership organization in 2021 and this is a key leadership role. In this role, you will create Stripe’s global technology partnership strategy from the ground-up with the world’s largest software and technology companies. This is a revenue-generating leadership position, reporting to the Global Head of GTM Partnerships and working closely with the sales, marketing, product, and engineering leadership teams. Further, you will hire and lead a team of Partner Development Managers to develop and grow technology partnership relationships and partner-generated revenue.

The Global Head of GTM Technology Partnerships will be responsible for cultivating and maintaining strong executive relationships with key decision makers in technology partner organizations to secure new business, negotiate, and close strategic partnerships in support of accelerating Stripe business around the world with our largest and most strategic technology partnerships. These partnerships include large enterprise software companies (such as leaders in ERP, CRM, BI, SCM, HRM etc.), financial services software providers, ecommerce platforms, and global cloud providers, with whom building a deep GTM and product integration partnership will enable Stripe with the opportunity to unlock greater market opportunity, supporting us in accelerating our users’ growth across all market segments. This role also includes executing Stripe’s global partner programs, partner marketing, partner enablement, and partner co-selling initiatives across Stripe’s global technology partners, driving partner participation and engagement. You will also work closely with Stripe’s sales, product teams, finance, marketing, operations, and support as well as other groups around the world.

This role requires deep knowledge and experience in building and growing large global technology, software, and ISV relationships, including evaluating and recruiting new partners, negotiating key commercial agreements, and driving joint sales success. The successful candidate will have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. This individual will also have strong leadership experience in building high-performing teams as well as have a deep understanding of what will be needed to properly resource a global technology partner strategy, working with stakeholders to develop a plan for ensuring the success of a partner. A keen sense of ownership, drive, and entrepreneurship is a must. An understanding of the economics of the payments space and the ecommerce ecosystem would be a bonus.

You will:

• Develop and execute Stripe’s global technology partnership strategy in alignment with Stripe’s global priorities across product, sales, and marketing
• Hire and lead a high-performing team of partner development managers working with our technology partnerships. Cultivate a team culture that includes high ownership, customer-first focus, fast-paced, high integrity, and an optimistic and positive environment
• Cultivate executive relationships with C-levels at our technology partners
• Optimize partner performance through business reviews, identify additional business opportunities to expand revenue, and deploy a joint sales approach with Stripe’s top partners
• Work with engineering and product to develop roadmaps for product integrations with key technology partners inline with customers needs, new market requirements, and the competitive landscape
• Develop business and strategic cases for ‘first-of-their-kind’ partnership opportunities and drive consensus among decision-makers
• Work across teams at Stripe to develop technology partner value propositions and sales playbooks, partner programs, marketing strategy, partner contracts, partner scorecards and new logo wins, and revenue tracking
• Report out on a regular weekly, monthly, and quarterly cadence to all key stakeholders, with a strong analytical approach and crisp communication style

You must have:

• 15+ years of building and leading high performing partner, sales and/or business development teams in a high growth technology environment
• Successful track record of developing and growing strategic partnerships at the executive level
• Professional and technical knowledge, as well as an extensive understanding of industry trends and the key players in the competitive landscape
• Strong leadership experience, including building out teams and creating high-performance, positive team cultures
• Strong written and verbal communication skills, with deep experience presenting to senior management. Demonstrated ability to negotiate high-value deals with a C-level audience and positively influence the outcome
• Sound business judgment, proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
• Experience working within a high-growth, technology company with the ability to operate successfully in a lean, fast-paced organization, and to create a vision and organization that can scale quickly
• Highly organized, multi-tasking skills, take ownership, be efficient in ambiguous situations
• Willingness to travel (once it is safe to do so in the future)
• Bachelor’s Degree

You might also have:

• MBA or other advanced degree
• Experience working in the financial services/payments industry

You should include these in your application:

• Your resume and/or LinkedIn profile
• A 1-2 paragraph summary of your favorite project from any of your work or personal experiences