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About the Role
This role owns marketing’s partner-sourced pipeline, turning Scale’s relationships with CSPs, hyperscalers, and other strategic partners into qualified opportunities. You will work with the Partnerships team to help those relationships produce revenue by mapping accounts, building co-sell plays, and connecting Scale with buyers. This is a new function at Scale, and you will build it from 0 to 1, reporting to the VP of Marketing and carrying a pipeline target.
Responsibilities
- Own a partner-sourced leads pipeline targets and report against it weekly.
- Build and run co-sell motions with AWS, Google Cloud, and Microsoft field teams, including account mapping, target-account plans, and joint pursuits in priority verticals.
- Use partner programs to generate demand efficiently, including listings and private offers, co-sell programs, partner funding, and joint account-based campaigns and events.
- Build relationships with partner marketing, alliance, and field sales leaders to establish Scale as a preferred solution.
- Partner with Partner GTM leadership and Ops on lead handoff, acceptance criteria, and follow-up to ensure partner-sourced opportunities convert.
- Allocate partner marketing budget against measurable pipeline outcomes, funding effective programs and cutting ineffective ones.
- Work with Product Marketing to package joint Scale and partner offerings for vertical buyers.
- Brief executives, including the CEO, on partner channel performance and future investment areas.
Requirements
- 10+ years in partner marketing, alliances, or channel roles in B2B enterprise technology, with experience inside a hyperscaler partner organization (AWS, Google Cloud, or Microsoft) or owning a hyperscaler relationship at an ISV.
- A track record of carrying lead and pipeline numbers from partner channels, with clear documentation of pipeline sourcing.
- Working knowledge of hyperscaler co-sell, marketplace, and partner funding programs, and established relationships with program managers.
- Judgment to identify where investments create pipeline and the discipline to prioritize targeted account work over large sponsorships when evidence supports it.
- Strong executive presence and clear writing skills, capable of engaging with partner VPs and Scale’s leadership team.
- Comfort building a function with a lean team and high ownership.
Skills
- Partner marketing
- Alliances
- Channel roles
- B2B enterprise technology
- Hyperscaler co-sell
- Marketplace programs
- Partner funding programs
- Account mapping
- Co-sell plays
- Executive presence
- Clear writing
- AI marketing
- Data marketing
- ML infrastructure marketing
- Co-selling into regulated industries
Location
- San Francisco
- New York
- Seattle
Work Type
- Full-time
Experience Level
- 10+ years
Salary/Compensations
- $270,000—$338,000 USD
Benefits
- Base salary
- Equity
- Comprehensive health, dental and vision coverage
- Retirement benefits
- Learning and development stipend
- Generous PTO
- Commuter stipend
About the Company
- At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force. We are expanding our team to accelerate the development of AI applications.
Equal Opportunity
- We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.
- We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's Know Your Rights poster for additional information.
- We comply with the United States Department of Labor's Pay Transparency provision.