Director of Partner Marketing

The role

This role owns the partner-sourced pipeline by turning relationships with CSPs, hyperscalers, and strategic partners into qualified opportunities. You will build co-sell plays and map accounts with partner field teams to produce revenue.

What you will do

• 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.
• Use partner programs to generate demand through listings, private offers, co-sell programs, partner funding, and joint campaigns.
• Build relationships with partner marketing, alliance, and field sales leaders.
• Partner with Partner GTM leadership and Ops on lead handoff, acceptance criteria, and follow-up.
• Allocate partner marketing budget against measurable pipeline outcomes.
• Work with Product Marketing to package joint Scale and partner offerings.
• Brief executives, including the CEO, on partner channel performance.

Required qualifications

• 10+ years in partner marketing, alliances, or channel roles in B2B enterprise technology.
• Time spent 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.
• Working knowledge of hyperscaler co-sell, marketplace, and partner funding programs.
• Relationships with people who run hyperscaler programs.
• Strong executive presence and clear writing.

Nice to have

• Experience marketing AI, data, or ML infrastructure products.
• Experience co-selling into regulated industries such as financial services, insurance, or healthcare.

About the company

Scale develops reliable AI systems for the world's most important decisions. Their products provide high-quality data and full-stack technologies to power leading models for enterprises and governments.