Director, Global System Integrators

This is a fully remote position, open to applicants in New York.

📋 Description

• Spearhead and expand strategic partnerships with prominent India-based Global System Integrators (GSIs), including TCS, Wipro, HCLTech, Infosys, and Cognizant.

• Take charge of the alliance strategy for a designated portfolio of strategic partners.

• Cultivate executive relationships and propel joint go-to-market initiatives, solution development, managed services, pipeline creation, and revenue enhancement.

• Establish Veeam as the preferred Data Resilience platform across partner practices in areas such as cloud, cyber resilience, consulting, managed services, and Data & AI.

• Personally manage select strategic GSI relationships while leading a global alliance team.

• Define and implement global alliance strategies, business plans, and growth targets.

• Drive collaborative go-to-market and co-selling initiatives that generate pipeline and foster partner-influenced and partner-sourced revenue.

• Create joint solutions, managed services, and industry-specific offerings based on Veeam technologies.

• Build, mentor, and develop a global team of GSI Alliance Directors and Managers.

• Mobilize resources in sales, channels, marketing, technical alliances, product, and customer success.

• Set up executive business reviews, joint planning sessions, and governance processes.

• Oversee pipeline creation, opportunity advancement, forecasting, and performance reporting.

• Collaborate with regional field teams to transform global GSI relationships into customer opportunities and revenue streams.

• Influence partner investments, enablement, certification, practice development, and solution priorities.

• Represent Veeam at executive briefings, strategic customer engagements, partner conferences, and industry events.

• Key performance indicators include GSI-sourced and GSI-influenced pipeline and revenue growth, enhanced joint solutions and partner capabilities, strategic positioning, predictable partnership outcomes, and successful team recruitment, development, and retention.

⛳️ Requirements

• Bachelor’s degree or equivalent practical experience.

• Over 15 years of experience in global alliances, strategic partnerships, GSI sales, channel leadership, or partner-led go-to-market roles.

• Extensive experience collaborating with India-headquartered Global System Integrators, such as TCS, Wipro, HCLTech, Infosys, or Cognizant.

• Proven success in building and influencing executive-level relationships within complex global partner organizations.

• Demonstrated experience in developing and executing global alliance strategies that yield measurable pipeline and revenue growth.

• Strong understanding of managed services, cloud platforms, cyber resilience, data protection, security, and Data & AI services.

• Experience in developing joint solutions, co-selling motions, partner practices, and strategic investment initiatives.

• Solid business acumen with experience in business planning, forecasting, pipeline management, and operational execution.

• Proven ability to build, lead, and develop high-performing alliance teams while maintaining direct ownership of strategic partner relationships.

• Exceptional executive communication, presence, influence, and negotiation skills.

• Capacity to operate effectively across cultures, geographies, time zones, and highly matrixed global organizations.

• Leadership behaviors aligned with Veeam’s values: Think Big, Move Fast, Act with Integrity, Win Together, and Put the Customer First.

🏝️ Benefits

• Unlimited paid time off.

• 12 paid holidays, including 4 global VeeaMe Days dedicated to self-care.

• 24 paid volunteer hours each year through Veeam Cares.

• Paid parental leave: 8 weeks for all parents, and 16 weeks for birthing parents.

• Medical, dental, and vision coverage beginning on your first day.

• Mental health support, therapy sessions, and digital wellness tools available through the Employee Assistance Program.

• 401(k) retirement plan with company matching contributions.

• Fertility, adoption, and surrogacy support through Maven.

• AirVet: 24/7 virtual veterinary care at no cost.

• Legal services, identity protection, and supplemental health insurance options.

• Tax-advantaged spending accounts for healthcare, dependent care, and commuting.

• Opportunities for learning and development through LinkedIn Learning, O’Reilly, mentoring, workshops, and learning events such as Global Day of Learning.

• Flexible remote work arrangements.