GSI/Consulting Partnerships Manager

AI is rapidly transforming the world. As generative AI reshapes industries, teams need powerful ways to monitor, troubleshoot, and optimize their AI systems. That’s where we come in. Arize AI is the leading AI & Agent Engineering observability and evaluation platform, empowering AI engineers to build and deploy high-performing, reliable agents and applications. From first prototype to production scale, Arize AX unifies build, test, and run in a single workspace—so teams can ship faster with confidence. We’re a Series C company backed by top-tier investors, with over $135M in funding and a rapidly growing customer base of 150+ leading enterprises and Fortune 500 companies. Customers like Booking.com, Uber, Siemens, and PepsiCo leverage Arize to deliver AI they can rely on. 

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 and hyperscalers, 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.

🤝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

• 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 $185,000 - $200,000, 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.