Director, GSI Sales
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Job Description
GSI Sales Director growing Calero's technology-spend management revenue through strategic integrator partnerships. Building co-sell motions, partner pipeline and executive relationships with major GSIs.
Responsibilities:
- Build and grow Calero's revenue through Global System Integrators (GSIs)
- Own assigned GSI relationships end-to-end, from recruiting and enabling partners to managing executive- and field-level relationships
- Negotiate and manage referral, resale and managed-service partner agreements with Legal and Finance
- Build and run annual joint business plans with targets for pipeline, bookings, certifications and joint wins
- Create co-sell motions and joint offerings that package Calero inside GSI transformation programs
- Lead joint account planning and pursuits with Calero enterprise sales teams and GSI client partners
- Drive partner-sourced pipeline through campaigns, events, executive briefings and targeted account programs
- Build GSI practitioner capability through training, certification and sales playbooks
- Support partners on demos, solution design and proofs of concept with Solutions Consulting
- Ensure Calero is included in GSI solution blueprints, RFP responses and delivery frameworks
- Align direct sales, marketing, product and customer success around partner priorities and rules of engagement
- Forecast partner-sourced and partner-influenced revenue accurately in SFDC
- Share partner and market insight with leadership and the product team to shape roadmap and positioning
Requirements:
- 7+ years in enterprise software sales or alliances
- At least 3 years managing GSI or large SI partnerships
- Track record of meeting or beating a partner-sourced revenue quota of several million dollars a year
- Existing relationships at one or more major GSIs, at practice-lead and partner level
- Experience selling complex SaaS solutions to Fortune 1000 or Global 2000 buyers, including CIO, CFO and procurement leaders
- Strong skill in negotiating partner agreements and building joint business plans
- Clear executive presence, with excellent written, verbal and presentation skills
- Bachelor's degree or equivalent experience
- Preferred: background in technology expense management (TEM), SaaS management, FinOps, IT asset management or IT financial management
- Preferred: experience with hyperscaler co-sell programs (AWS, Microsoft, Google Cloud) or marketplace transactions
- Preferred: familiarity with 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 partner and client sites
Benefits:
- Variable commission tied to partner-sourced and partner-influenced bookings
- Competitive base salary
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