Director, GSI Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive and enhance Calero's revenue through Global System Integrators (GSIs).

• Manage all aspects of assigned GSI relationships, from partner recruitment and enablement to overseeing executive and field-level interactions.

• Negotiate and manage agreements for referrals, resale, and managed services in collaboration with Legal and Finance.

• Develop and execute annual joint business plans with objectives for pipeline, bookings, certifications, and collaborative victories.

• Formulate co-sell strategies and joint offerings that integrate Calero within GSI transformation initiatives.

• Spearhead joint account planning and pursuits alongside Calero enterprise sales teams and GSI client partners.

• Cultivate partner-sourced pipeline through campaigns, events, executive briefings, and targeted account initiatives.

• Enhance GSI practitioner capabilities through training, certification, and sales playbooks.

• Assist partners with demonstrations, solution design, and proofs of concept in collaboration with Solutions Consulting.

• Ensure Calero's inclusion in GSI solution blueprints, RFP responses, and delivery frameworks.

• Coordinate direct sales, marketing, product, and customer success efforts around partner priorities and engagement rules.

• Accurately forecast partner-sourced and partner-influenced revenue in SFDC.

• Provide leadership and the product team with partner and market insights to inform roadmap and positioning.

⛳️ Requirements

• Over 7 years of experience in enterprise software sales or alliances.

• Minimum of 3 years managing GSI or large SI partnerships.

• Proven track record of achieving or exceeding partner-sourced revenue quotas in the multi-million dollar range annually.

• Established relationships with one or more major GSIs at both practice-lead and partner levels.

• Experience in selling complex SaaS solutions to Fortune 1000 or Global 2000 clients, including CIOs, CFOs, and procurement leaders.

• Strong negotiation skills for partner agreements and joint business plan development.

• Executive presence with outstanding written, verbal, and presentation abilities.

• Bachelor's degree or equivalent professional experience.

• Preferred: experience in technology expense management (TEM), SaaS management, FinOps, IT asset management, or IT financial management.

• Preferred: familiarity with hyperscaler co-sell programs (AWS, Microsoft, Google Cloud) or marketplace transactions.

• Preferred: knowledge of partner relationship management tools and Salesforce.

• Preferred: global or multi-region partner experience across North America and EMEA.

• Willingness to travel up to 40%, including visits to partner and client sites.

🏝️ Benefits

• Variable commission linked to partner-sourced and partner-influenced bookings.

• Competitive base salary.