Partnerships Lead GSIs

Skills

About the Role

You will build and scale relationships with global systems integrators. You will create channel strategy, joint go-to-market plans, co-sell motions, enablement programs, and solution offerings. You will track partnership performance, negotiate agreements, and represent partnerships at industry events.

Requirements

• 8+ years of experience in partnerships, channel sales, alliances, or business development with significant GSI focus
• Experience building and scaling GSI or large SI partnerships
• Understanding of GSI practice models, delivery structures, go-to-market motions, and decision-making processes
• Experience developing joint solutions and co-sell motions
• Executive stakeholder management
• Cross-functional collaboration with Sales, Product, Marketing, and Customer Success
• Bachelor's degree

Responsibilities

• Develop the GSI channel program strategy
• Manage relationships with key GSI partners
• Create joint go-to-market plans and co-sell motions
• Build partner training, certification, and technical-resource programs
• Identify and pursue co-sell opportunities
• Develop joint solution offerings
• Track partnership KPIs and report progress
• Represent the company at partner events and executive briefings
• Negotiate partnership agreements and commercial terms

Benefits

• Equity
• 401(k) program with 4% match
• Health insurance
• Dental insurance
• Vision insurance
• Life insurance
• Short-term disability insurance
• Long-term disability insurance
• Paid parental leave
• Paid medical leave
• Paid caregiver leave
• Flexible time off
• Holidays
• Commuter benefits
• Monthly wellness stipend
• In-office setup reimbursement
• Quarterly team gatherings
• In-office amenities