Global Strategic Alliances, Embedded Solutions Lead

Details

Global Strategic Alliances, Embedded Solutions Lead

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

Creating long-term value for our users is central to our mission at Stripe. The Strategic Global Alliances (SGA) team focuses on a subset of our highest priority partnerships. These partnerships operate at global scale with Stripe and present opportunities to create significant sales pipeline, deals sold, joint solutions and scaled delivery expertise. They include Global Systems Integrators (GSIs) such as Accenture, PwC, Infosys, in addition to technology partners, including Salesforce, Adobe, AWS, SAP, Microsoft to ultimately deliver joint value to our users. Our objective is to ensure users have access to the broadest set of Stripe solutions and the deepest set of technology and industry experts, while at the same time ensuring our partners and Stripe build large, mutually beneficial businesses together.

What you’ll do

As the Global Strategic Alliances Lead for Embedded Solutions, you will dedicate your efforts to embedding Stripe into the products and platforms of our top GSI partners. You will target two distinct opportunities: ‘Managed Stripe’ (where GSIs offer Stripe-as-a-Service bundled with operations) and ‘Embedded Stripe’ (where Stripe is part of the GSI’s proprietary IP or BPO stack). This position is focused on deepening our joint sales motion through joint solutions with our partners.

This new role represents a strategic expansion to unlock "sell-through" revenue by embedding Stripe into our partners' proprietary products, platforms, and managed services offerings. Our objective is to ensure GSIs view Stripe not just as a payment processor to implement, but as a core infrastructure component of their own technology stacks and "as-a-Service" offerings.

You will demonstrate an understanding of the Stripe Partner Ecosystem and the Stripe sales organization, and can recognize high impact opportunities, solutions, support deals for successful engagement with partners, and maintain high business hygiene.

You will drive towards end-customer value that results in business growth to both Accenture and Stripe by being partner-centric in all activities, serving as a leader and advocate for them within Stripe, and accurately representing Stripe within the partner's organization.

Responsibilities

• Own the GSI Embedded Strategy: Drive the strategy to embed Stripe into GSI partner platforms and Managed Services offerings.
• Partner with the Global PDM’s on building strategy, joint solution development, pipeline development and deal closure.
• Incubate & Scale: Launch a focused incubation pilot with 3 GSIs validating the model before scaling globally.
• Create New Revenue Streams: Unlock incremental revenue by positioning Stripe as a component of the GSI's own BPO, Managed Services, and Products / Platforms
• Cross-Functional Leadership: Collaborate with Stripe’s Platform Sales (AEs), Partner Development Managers (PDMs), and technical product teams to package Stripe for GSI product consumption.
• Evangelize the Model: Educate GSI product leaders on the value of expanding their "Platform" monetization opportunity through new commercial models with Stripe
• Manage Relationships: Build deep relationships with GSI product owners and managed services executives, effectively selling to the partner as well as with them.

Who you are

The Global Strategic Alliances Lead for Embedded Solutions will be a seasoned professional with strong business development, product partnership, and alliances experience. You understand the inner workings of large GSIs but possess the agile mindset of a SaaS platforms expert.

You are capable of engaging in business-level and technical conversations, shifting easily between a GSI’s Vice President of Managed Services and a Product Manager for a banking platform. You are an organized self-starter who can define a new route to market from scratch.

Minimum requirements

• 12+ years of experience in business development, strategic alliances, or platform sales, with a focus on global partnerships.
• Deep experience working with or for Global Systems Integrators (Accenture, PwC, Infosys, etc.) with an understanding of their product and managed services structures.
• Proven experience with "Embedded Finance, " "OEM, " or "SaaS Platform" business models.
• Understanding of the "Managed Services Provider" (MSP) landscape and how enterprises outsource functions like fraud and billing.
• Process oriented mindset with desire to solve individual challenges while building for scale in mind
• Excellent communication and presentation skills, with the ability to speak to different functional and technical leadership both internally and externally
• Strong track record of exceeding revenue goals, specifically regarding 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.
• Master’s Degree in Business Administration.

Hybrid work at Stripe

Office-assigned Stripes spend at least 50% of the time in a given month in their local office or with users. This hits a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility about how to do this in a way that makes sense for individuals and their teams.

In-office expectations

Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users. This expectation may vary depending on role, team and location. For example, Stripes in our Bucharest, Romania site have an 80% in-office expectation, and those in Stripe Delivery Center roles in Mexico City, Mexico and Bengaluru, India work 100% from the office. Also, some teams have greater in-office attendance requirements, to appropriately support our users and workflows, which the hiring manager will discuss. This approach helps strike a balance between bringing people together for in-person collaboration and learning from each other, while supporting flexibility when possible.

Pay and benefits

The annual US base salary range for this role is $187,800 - $281,800. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role. This salary range may be inclusive of several career levels at Stripe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include: equity, company bonus or sales commissions/bonuses; 401(k) plan; medical, dental, and vision benefits; and wellness stipends.

We look forward to hearing from you

At Stripe, we're looking for people with passion, grit, and integrity. You're encouraged to apply even if your experience doesn't precisely match the job description. Your skills and passion will stand out—and set you apart—especially if your career has taken some extraordinary twists and turns. At Stripe, we welcome diverse perspectives and people who think rigorously and aren't afraid to challenge assumptions. Join us.