Global Partner Sales Leader GSI Alliances

About the Role

Key Responsibilities

• Define and implement the company’s overall GSI alliance strategy, aligning it with broader business goals and priorities.
• Build a long-term vision for GSI partnerships that drive innovation, market expansion, and revenue growth.
• Grow new revenue opportunities with GSIs across all partner routes to market, including managed service solutions, resell, influence, and triangulation opportunities with CSPs and ISVs.
• Proactively identify new areas for collaboration with GSIs to address customer needs and drive joint innovation.

Team Management

• Identify, develop and lead a high-performing partner development managers.
• Foster a culture of collaboration, innovation, and accountability within the team.
• Provide mentorship and leadership to team members, ensuring alignment with organizational goals.

Relationship Management

• Establish and nurture executive-level relationships with key GSI partners, ensuring alignment of strategic objectives and fostering mutual trust.
• Lead partnership-related issues, resolving challenges to maintain strong, long-term relationships.
• Collaborate with GSI partners to identify and pursue joint innovation initiatives, co-development opportunities, and strategic investments.

Execution Focus

• Lead all aspects of the development and implementation of joint channel business strategies with GSIs, ensuring mutual success in driving revenue growth.
• Align GSI partnerships with the company’s sales, marketing, product and cross-functional teams to drive predictable channel revenues
• Champion the development of co-selling initiatives and enablement programs to empower sales teams and partners.

Performance Management

• Establish success metrics to measure the performance of GSI alliances and ensure alignment with revenue and growth objectives.
• Monitor the health of GSI partnerships through regular reviews, audits, and performance reporting.
• Provide actionable insights and recommendations to the executive team on partnership strategy and performance.

Desired Experience

• 20+ Yrs of Exp in strategic alliances, business development, or partner management roles, with a significant focus on GSIs.
• Minimum of a bachelor's degree (MBA or equivalent experience preferred).
• Deep understanding of the GSI ecosystem, including key players (e.g., TCS, Wipro, Infosys, HCL, Tech Mahindra, Cognizant) and their business models.
• Proven leadership experience managing global teams and driving large-scale partnership programs.
• Demonstrate executive presence to influence business leaders through business value propositions.
• Demonstrated success in driving revenue through partner-led strategies.
• Exceptional leadership and relationship-building skills.
• Strong business sense with the ability to understand and align with partner goals.
• Inclusive and collaborative work ethic, driving teamwork and cross-team alignment.
• Effective communication and presentation skills, with a high degree of comfort in public speaking.
• Challenger mentality, using internal and external resources, conflict resolution, and follow-through.
• Ability to travel 25% or more of the year as needed.