Channel Program Lead, Alliances & Channels

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 Alliances & Channels (A&C) team is responsible for building a vibrant ecosystem of partners that accelerates Stripe's mission. Within A&C, the Programs team is the engine that drives partner success and ecosystem growth at scale. We architect the commercial and programmatic frameworks that enable partners to scale from single projects to enterprise-wide transformations.

What you’ll do

This is a highly strategic and cross-functional leadership role, reporting to our Global Head of A&C Programs. You will be the single-threaded owner responsible for taking our new channel strategy from a validated concept to a fully operational, revenue-generating global program. You will own the business case, define the partner experience, and lead a virtual team across Legal, Finance, Product, and Sales to bring two critical new partner motions to market, creating the commercial frameworks that enable partners to build, sell, and manage solutions on the Stripe platform.

As a successful candidate, you are an experienced channel leader with a proven track record of architecting and launching new, complex commercial programs at a major technology company. You think like a General Manager and have a founder's mentality. This role requires a rare blend of strategic thinking, commercial acumen, operational rigor, and cross-organizational influence.

Responsibilities

• Act as the founding program manager for Stripe's new channel programs, owning the strategy, roadmap, and execution from pilot to global scale


• Lead a cross-functional team of senior stakeholders across Legal, Finance, GBS, Product, and GTM leadership to design and build the necessary legal agreements, financial models, and operational workflows


• Develop the business case and financial model for each program, including defining recurring revenue share structures, partner profitability models, and success metrics


• Engage directly with senior executives at our most strategic GSI and VAR partners to co-design the programs, gather feedback, and ensure their success as our foundational launch partners


• Manage the strategic investment fund for partner capability, including scoping SOWs with partners to co-develop new service offerings and building the business case for internal tool development


• Report out on program performance to A&C and GTM leadership, with a strong analytical approach to tracking pilot success and building the data-driven case for future investment and expansion

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 experience in channel strategy, partner programs, or business development, with a focus on building and launching new partner motions (e.g., reseller, MSP, or OEM programs)


• Deep understanding of channel economics, including the design of recurring revenue share, reseller margin, and rebate models


• Demonstrated success in leading large, complex, cross-functional programs from concept to launch in a fast-paced environment


• Exceptional communication and presentation skills, with the ability to build compelling, data-driven business cases and present them to a C-level audience


• Proven ability to negotiate complex commercial agreements and navigate intricate legal and financial discussions with both internal teams and external partners


• A strong "get it done" mentality; you are a builder who is comfortable with ambiguity and skilled at creating structure and process where none exists

Preferred qualifications

• Experience building channel programs for usage-based or consumption-based products


• Experience launching or managing a reseller or MSP program for a major SaaS or IaaS platform (e.g., AWS, Microsoft, Google, Salesforce)


• Experience working with both GSIs and VARs


• A strong understanding of the payments or financial technology ecosystem


• MBA or other advanced degree