Global Director – GSI, Strategic Alliance

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

📋 Description

• Take charge of and refine NetBrain's GSI strategy for a targeted group of key partners.

• Establish and nurture relationships at both the executive and practice levels with partners.

• Develop annual joint business plans that include use cases, target accounts, offerings, enablement milestones, pipeline objectives, revenue goals, and executive engagement.

• Create co-sell, sell-through, and partner-led sales strategies in collaboration with regional sales leaders and channel managers.

• Position repeatable GSI consulting and delivery services focused on network change automation, incident reduction, compliance validation, troubleshooting acceleration, continuous assessment, and AI-driven network operations.

• Outline the complete operating model, encompassing onboarding, deployment templates, service packaging, support ownership, escalation paths, and practitioner readiness.

• Negotiate service economics, commercial packaging, recurring revenue potential, delivery costs, and profit margins.

• Facilitate certifications, technical workshops, sales enablement initiatives, and executive briefings.

• Manage sourced and influenced pipeline, partner-attached win rates, recurring revenue, practice-build milestones, deployments, and certifications.

• Conduct operating cadences and performance evaluations for designated partners, ensuring accountability and escalation paths.

• Represent NetBrain at executive briefings, partner summits, and strategic customer engagements.

• Provide market intelligence to NetBrain leadership regarding partner demand, competitive positioning, delivery challenges, and emerging service opportunities.

• Collaborate with teams across sales, engineering, customer success, product, and finance.

⛳️ Requirements

• Over 10 years of experience in building and managing strategic alliances, partner sales, managed services, or channel leadership roles within enterprise software.

• Direct ownership of significant GSI and strategic SI relationships at the executive level.

• Proven track record of converting joint business plans into pipeline, bookings, recurring revenue, or service growth.

• Deep understanding of how GSIs structure alliances, industry practices, consulting organizations, delivery teams, and executive sponsorship.

• Strong knowledge of recurring services, delivery economics, service packaging, onboarding, support models, and gross margin.

• History of developing or expanding consulting offerings, managed services, or partner practices from the ground up.

• Established credibility in enterprise infrastructure, IT operations, network automation, observability, security operations, or managed network services.

• Executive-level communication skills, sound commercial judgment, negotiation instincts, and organizational abilities.

• Entrepreneurial mindset with a readiness for significant internal coordination.

• Willingness to travel within your designated territory as necessary.

• Approximately 30–40% travel required.

• Manual Dexterity: Ability to perform repetitive motions with wrists, hands, and fingers while using a computer.

• Stationary Tasks: Capability to sit for extended periods and maintain a stationary position.

🏝️ Benefits

• 401k plan.

• Medical and dental coverage.

• Comprehensive compensation package.

• Reasonable accommodations available during the application process.