Director, GSI Partnerships
New
United StatesFull-TimeDirector
Salary280,000 - 380,000 USD per year
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Job Details
- Experience
- 8+ years
- Required Skills
- Business Development
Requirements
- 8+ years of experience in strategic partnerships, alliances, enterprise sales, or business development within technology or cloud ecosystems.
- Proven track record managing and growing relationships with global systems integrators such as Accenture, Deloitte, Cognizant, Capgemini, or similar firms.
- Strong understanding of GSI operating models, including practice development, co-sell motions, and revenue-sharing structures.
- Demonstrated success driving measurable influenced pipeline and joint revenue outcomes with enterprise partners.
- Ability to engage confidently with senior executives (MD-level and above) while influencing internal sales and field teams.
- Experience building enablement programs for technical, consulting, or delivery-focused partner teams.
- Strong strategic thinking combined with hands-on execution in fast-paced, ambiguous environments.
- Data-driven mindset with the ability to track, analyze, and optimize partnership performance metrics.
- Excellent communication, negotiation, and relationship-building skills across global stakeholders.
- Comfortable operating in a high-growth, startup-like environment where processes and frameworks are still evolving.
Responsibilities
- Own and scale the global GSI partnership program, with primary focus on strategic named systems integrator relationships.
- Develop and execute joint go-to-market strategies with GSI partners to drive pipeline creation and revenue growth.
- Lead co-sell engagement between internal sales teams and partner field organizations to identify and close opportunities.
- Build and deliver enablement programs for partner architects, consultants, and delivery teams to support platform adoption.
- Establish and maintain executive-level relationships across partner organizations, including alliance leaders, managing directors, and practice heads.
- Drive integration of partner motion into internal territory planning, sales execution, and product alignment strategies.
- Define and track key partnership metrics including influenced pipeline, partner-sourced revenue, and co-sell performance.
- Collaborate cross-functionally with sales, marketing, and product teams to align partner strategy with broader go-to-market initiatives.
- Leverage incentives and co-sell programs strategically to accelerate revenue generation and market penetration.
- Continuously refine and scale partnership processes in a fast-evolving, startup-like environment.
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