Director of GSI Partnerships

The Opportunity

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, 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.

While we are a fully remote company, we’re a collaborative team that thrives on in-person connection! You’ll need to be based in the New York City or San Francisco Bay Area to join us for team events and onsite collaboration days.

What You’ll Do

🤝Partnership Development & Strategy

• 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

💰Revenue Generation & Pipeline 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

🎯Partner Enablement & Success

• 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

⚙️Cross-Functional Collaboration & Execution

• 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

💡Market Intelligence & Thought Leadership

• 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

What We're Looking For

• 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

Bonus Points, But Not Required

• 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

The estimated annual salary and variable compensation for this role is between $175,000 - $250,000, plus a competitive equity package. Actual compensation is determined based upon a variety of job related factors that may include: transferable work experience, skill sets, and qualifications. Total compensation also includes a comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support.