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

📋 Description

• Recruit and oversee strategic GSI partners, including Accenture, Deloitte, Infosys, TCS, and Wipro.

• Develop collaborative offerings, practices, and solution accelerators with GSI teams in the industrial and energy sectors.

• Facilitate GSI enablement and certification programs to ensure partner consultants can effectively position and deliver UptimeAI.

• Identify GSI relationships within target accounts and spearhead joint pursuits.

• Establish co-selling guidelines and coordinate joint account planning with UptimeAI's Account Executives.

• Manage partner-sourced and influenced pipeline goals and provide updates on these metrics in the CRM.

• Collaborate with Marketing, Product, and Delivery teams on co-marketing initiatives, integrations, and partner-led delivery efforts.

• Monitor metrics related to GSI-sourced pipeline, GSI-influenced revenue, active GSI partners, certified consultants, joint pursuits, and co-sell win rates.

⛳️ Requirements

• 8–13 years of experience in enterprise B2B software, with at least 4 years in partner or alliance management.

• Established senior relationships with two or more GSIs, having developed joint offerings or practices.

• Proven experience in managing partner-sourced or influenced pipeline and revenue targets.

• Demonstrated success in co-selling alongside direct sales teams.

• Excellent executive communication and negotiation capabilities.

• Preferred: Background in quota-carrying enterprise sales, with recognition such as President's Club or equivalent prior to transitioning into alliances.

• Preferred: Experience within a GSI industrial or energy practice.

• Preferred: Knowledge of industrial software, APM, IIoT, or manufacturing sectors.

• Preferred: Experience in a Series A–C or high-growth company environment.