GSI Partner Development Lead- EMEA på Stripe i London
Stripe · London
GSI Partner Development Lead- EMEA
WHO WE ARE
ABOUT STRIPE
Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the
most ...
WHO WE ARE
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
The Global Alliances and Channels team focuses on building, supporting, and going to market with professional services firms
including systems integrators, consultancies, and managed services providers such as Accenture, PwC, Deloitte, Infosys, and
others. In addition, the team leads the go-to-market initiatives with our strategic technology alliance partners including AWS,
Salesforce, Adobe, and others. Our objective is to ensure users have access to the broadest set of solutions leveraging the Stripe
platform 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.
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.
WHAT YOU'LL DO
You'll support the overall success of Stripe's Global Alliance with Accenture and other key GSIs in EMEA, driving joint GTM
(Go-to-Market) and co-sell. You'll work alongside the Accenture Global Partner Development Manager (PDM) and other GSI PDMs to
drive net new demand for the partnership in the field across key markets in EMEA. This position is focused on deepening our joint
sales motion, joint solutions, and delivery capabilities. This position is fast-paced, highly visible, and aligned to quarterly
metrics. As a Partner Development Manager, you'll hold a holistic view of the business, generated by and engaged with Accenture
and other partners in EMEA, and work across the Stripe Sales segments to enhance and grow partner-related Stripe revenue.
You'll work cross-functionally with Partner Sales Managers, Partner Development Leadership, and Stripe AEs. You'll demonstrate an
understanding of the Stripe Partner Ecosystem and the Stripe sales organization, and recognize high-impact opportunities,
solutions, support deals for successful engagement with partners, and maintain high business hygiene.
You'll drive towards end-customer value that results in business growth to both Accenture (and other GSIs) 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
Partner with the Global Accenture PDM and other GSI PDMs on building strategy, joint solution development, partner enablement,
pipeline development, and deal closure in the EMEA region
Work closely with Accenture and other GSI counterparts to enable Stripe and partner sales teams on the unique joint value prop,
lead account mapping workshops, blitz days, and co-create opportunities together
Orchestrate and partner with cross-functional resources to support Stripe partner co-sell and GTM activities and create and
maintain a long-term, scalable joint GTM model that drives partner and user success
Support key deal execution with partners, both pre-sales and post-sales (working with Stripe PSMs, PSEs, SAs, and AEs)
Support weekly pipeline reviews to ensure pipeline information is thorough and accurate
Broker internal resources, tools, references, and investments needed to achieve quarterly goals
WHO YOU ARE
We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you
are encouraged to apply. The preferred qualifications are a bonus, not a requirement.
MINIMUM REQUIREMENTS
10+ years of technology GTM experience
Strategy, sales, and development experience, working alongside consulting partners or ISVs
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 leadership both internally
and externally
Ability to both lead and be a team player on cross-functional teams that include technical, sales, product, and support
resources from Stripe and the partner. Creative in terms of leveraging resources to drive outsized impact
Willingness to travel and be present with partners and sellers in front of our users and prospects
Ability to build and execute territory and opportunity-specific plans, in partnership with the Global PDM and other
cross-functional resources
Excellent ongoing operational hygiene, accurately representing sales and partner activities in Salesforce
PREFERRED QUALIFICATIONS
Accenture direct or indirect GTM experience
Experience driving GTM with GSIs such as PwC, Cognizant, Infosys, and Deloitte
Exposure to payments, commerce, and Q2C landscape, and understanding of how the Stripe stack can differentiate and complement
ISV solutions in different integration models
Experience building successful joint GTM solutions with partners
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
The Global Alliances and Channels team drives growth by building and scaling go-to-market (GTM) partnerships with world-class
professional services firms, including global systems integrators (GSIs) and consultancies, alongside strategic technology leaders
like AWS, Salesforce, and Adobe. Our mission is to provide users with a comprehensive ecosystem of technology and industry
expertise, ensuring Stripe and our partners build high-growth, mutually beneficial businesses. We bridge the gap between Stripe’s
platform and the specialized solutions our users need to scale globally.
WHAT YOU’LL DO
As the Emerging GSI’s Lead, you will activate and incubate a strategic portfolio of GSIs, driving ambitious GTM efforts. You will
be responsible for sourcing, co-selling, and identifying opportunities to embed Stripe into GSI partners' products and platforms.
A critical part of this role is owning the global business plan for Emerging GSI’s, ensuring mutual revenue growth and strategic
alignment across their Payments, Industry, and AI practices.
This role is centered on unlocking "sell-through" revenue by strategically embedding Stripe into our partners' proprietary
products, platforms, and managed service offerings. Your 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, using this knowledge to identify
high-impact opportunities, support successful partner engagements, and ensure the highest standard of operational excellence.
RESPONSIBILITIES
* Define, enable, and operate the Emerging GSI strategy and global business plan, including associated KPIs, to transform them
into high-growth, high-impact GTM partnerships
* Establish partnership goals and strategic direction while serving as the senior executive counterpart to GSI sponsors
* Lead the joint GTM strategy, covering strategic priorities, target markets, industry focus areas, joint solution development,
pipeline generation, and deal closure
* Drive the GSI embedded solutions strategy, focusing on integrating Stripe into partner platforms and Managed Services offerings
* Incubate and scale high-impact pilot programs with select GSIs to validate and refine the embedded model for global deployment
* Unlock new revenue streams by positioning Stripe as a foundational component of GSI’s BPO, Managed Services, and Products /
Platforms
* Evangelize the embedded model to GSI product leaders, articulating the commercial value of platform monetization through Stripe
* Cultivate deep executive relationships across GSI industry, payment, commerce practices, product owners, and managed services
leads, expertly selling both to and with the partner
WHO YOU ARE
We’re looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you
are encouraged to apply. The preferred experience is a bonus, not a requirement.
MINIMUM REQUIREMENTS
* 12+ years of experience in GSI Partner Sales and GTM, business development, strategic alliances, or platform sales, with a
focus on global partnerships
* Proven track record of building successful joint GTM partnerships and solutions with GSIs
* Deep GSI expertise, including established executive relationships and a strong grasp of GSI internal structure and
decision-making processes
* Leadership experience across strategy, sales, and solution development, collaborating closely with consulting partners and/or
ISVs
* Understanding of the Managed Services Provider (MSP) landscape and how enterprises outsource functions like fraud and billing
* Process-oriented mindset with a drive to solve individual challenges while building for scale
* Exceptional communication and presentation skills, with the ability to engage diverse functional and technical leadership
internally and externally
* Strong track record of exceeding revenue goals, specifically in 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
This is Adyen
Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft -
making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition.
For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure
they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and
solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster.
Partnerships at Adyen
At Adyen, over 40% of deals that go live involve a partner. The Partnership’s Team five year plan is to continue to accelerate our
growth curve and get that number well north of 70%. To help drive this five year mission we are seeking an experienced Partner
Manager to spearhead the expansion of Global partnership with Accenture based in London.
In this critical role, you will be entrusted with managing and continuing to mature our relationship with Accenture & a select few
global system integrators. The ideal candidate will possess a comprehensive understanding of how GSIs and consultancies win &
deliver transformation services and will strategically collaborate to maximize mutual benefits with partners operating in these
domains. By blending both business and product expertise, you will proactively identify, develop, and nurture this key strategic
channel for Adyen.
As a vital member of our team, you will play a role in driving enterprise pipeline growth for the sales organization and
contributing to the acceleration of our overall business growth trajectory. If you thrive in a dynamic and collaborative
environment and have a proven track record in medium to long tail partner management, we invite you to bring your ideas and
initiatives to our ambitious team.
What you’ll do
* Execute a comprehensive partner management strategy aimed at maturing our global relationship with Accenture & a select few
GSIs, driving market expansion, and revenue growth acceleration
* Serve as the primary point of contact between Adyen and your alliance partners, ensuring seamless communication and fostering
collaboration
* Support a global network of partner managers working with your GSI and drive a consistent GTM strategy across NA, EMEA & APAC.
* Collaborate closely with GSIs to devise joint go-to-market strategies, co-marketing campaigns, sales empowerment initiatives,
and industry-specific solutions
* Drive negotiation and administration of partnership agreements, ensuring mutual benefit, legal compliance, and alignment with
Adyen's strategic goals
* Work with cross-functional teams, including sales, marketing, product development, and legal, to ensure a unified approach to
Alliance partnership success
* Evaluate key performance metrics and continuously optimize GSI partnership performance
* Engage key stakeholders within GSIs to understand their needs, address challenges, and gather feedback to enhance the
partnership offering
* Conduct regular business reviews with SIs to ensure alignment on objectives, performance metrics, and strategic endeavors
* Stay updated on industry trends, competitor strategies, and market dynamics to uphold Adyen's competitive advantage in GSI
partnerships
Who you are
* 5+ years of experience in a direct partnerships/alliances facing role or experience working at a GSI
* Experience building partnerships with GSIs, consultants focused on the payments/fintech/digital transformation space.
* Experience managing Accenture is a plus.
* Ability to think and operate like an entrepreneur, a go-getter mentality
* Ability to see the bigger picture in channel management using a global and commercial mindset
* Flexible, professional, accurate and structured
* Excellent organizational skills as we are a flat organization with a lot of autonomy
* You have full professional proficiency (written and verbal) in English
* This role is based out of our London office
* Comfortable with up to 25% traveling in EMEA & NA.
Our Diversity, Equity and Inclusion commitments
Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping
us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to
join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at
Adyen.
Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications.
Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application!
What’s next?
Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application
within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role.
Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility.
Adyen is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin,
religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic
information, marital status or any legally protected status.
All your information will be kept confidential according to EEO guidelines.
This role is based out of our London office. We are an office-first company and value in-person collaboration; we do not offer
remote-only roles.
