Head of Global Systems Integrator Alliances

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

📋 Description

• Develop and implement Commvault's worldwide GSI strategy targeting key partners, markets, and industries.

• Manage the pipeline and revenue performance sourced from partners and influenced by them.

• Create multi-year joint business plans with measurable commitments regarding growth, co-development of offerings, practices, enablement, and investment.

• Forge executive-level relationships with leading global systems integrators.

• Lead and nurture a high-performing global GSI organization.

• Develop unique GSI offerings focused on cyber resilience, identity resilience, cloud modernization, AI resilience, and managed services.

• Integrate Commvault technology into strategic GSI practices, solutions, and managed services.

• Establish Centers of Excellence and scalable sales, technical, and delivery capabilities.

• Design compelling service economics for partners encompassing advisory, transformation, implementation, and managed services.

• Translate global alliances into regional strategies across the Americas, EMEA, APJ, and India.

• Facilitate joint account planning, opportunity development, and strategic customer engagements.

• Align GSI Executives with Commvault Leadership to expedite pipeline growth, enhance win rates, and expand strategic customer relationships.

• Implement a strict operating discipline surrounding pipeline metrics, forecasting, conversion rates, and partner performance.

• Connect GSIs with Commvault's hyperscaler, technology alliance, and managed services strategies.

• Develop coordinated go-to-market strategies with partners, including AWS, Microsoft Azure, and Google Cloud.

• Leverage the synergies of GSIs, cloud providers, and Commvault to speed up cloud modernization, cyber resilience, and competitive positioning.

• Achieve outcomes such as partner-sourced and partner-influenced ARR and pipeline, partner-led and managed services revenue, new logo acquisition, customer growth, co-sell success, GSI-developed offerings, strategic joint initiatives, partner service attachment, certified capacity expansion, and return on partner investments.

⛳️ Requirements

• Over 15 years of leadership experience in enterprise software, cybersecurity, cloud, strategic alliances, enterprise sales, or business development.

• Extensive experience in building and scaling global GSI partnerships and teams.

• Proven ability to drive significant partner-sourced and partner-influenced pipeline and revenue.

• Established executive relationships with top GSIs such as Accenture, Deloitte, Kyndryl, TCS, Infosys, HCLTech, Cognizant, Wipro, Tech Mahindra, KPMG, or similar organizations.

• Profound understanding of GSI business models, including advisory, transformation, implementation, outsourcing, and managed services.

• Experience in developing joint solutions, partner practices, or managed services based on enterprise technology platforms.

• Solid knowledge of cybersecurity, cyber resilience, cloud, SaaS, AI, and enterprise data management.

• Demonstrated capacity to link global strategies with field-level execution across various geographies.

• Exceptional executive communication skills, commercial acumen, and the ability to influence complex global organizations.

• Proven track record of recruiting, developing, and leading high-performing global teams.

🏝️ Benefits

• Equal employment opportunity and affirmative action workplace.

• Inclusive and accessible interviewing process.

• Interview/application accommodations available for candidates and employees with disabilities or special needs.