Director of Partner Marketing

You will

• 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. That includes account mapping, target-account plans, and joint pursuits in priority verticals.
• Use partner programs to generate demand efficiently: 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, so Scale becomes a solution their sellers bring to customers.
• Partner with Partner GTM leadership and Ops on lead handoff, acceptance criteria, and follow-up, so partner-sourced opportunities convert.
• Allocate partner marketing budget against measurable pipeline outcomes. Fund the programs that produce qualified opportunities and cut the ones that don’t.
• Work with Product Marketing to package joint Scale and partner offerings for vertical buyers.
• Brief executives, including the CEO, on partner channel performance and where to invest next.

Ideally, you’d have

• 10+ years in partner marketing, alliances, or channel roles in B2B enterprise technology, with 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, and a clear account of how that pipeline was sourced.
• Working knowledge of hyperscaler co-sell, marketplace, and partner funding programs, and relationships with people who run them.
• Judgment about where money creates pipeline, and the discipline to choose targeted account work over large sponsorships when the evidence supports it.
• Strong executive presence and clear writing. You can hold a room with partner VPs and Scale’s leadership team.
• Comfort building a function with a lean team and high ownership.

Nice to haves

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