Note: The job is a remote job and is open to candidates in USA. Calero provides technology spend management solutions for enterprises across telecom, mobility, cloud, SaaS and AI. The Director, GSI Sales owns and grows relationships with Global System Integrators, building joint go-to-market plans and co-selling into large enterprise accounts to drive partner-sourced and partner-influenced revenue.
Responsibilities
- Own Calero's relationships with an assigned set of GSIs, building trusted ties from global alliance leads to regional practice partners
- Identify the practices inside each GSI (e.g., IT finance, FinOps, procurement transformation, managed services) where Calero adds the most value
- Negotiate and manage partner agreements, including referral, resale and managed-service models, 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
- Work with Solutions Consulting to support partners on demos, solution design and proofs of concept
- Make sure Calero is written into 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
Skills
- 10+ years in enterprise software sales or alliances, with at least 5 years managing GSI or large SI partnerships
- A 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
- Background in technology expense management (TEM), SaaS management, FinOps, IT asset management or IT financial management
- Experience with hyperscaler co-sell programs (AWS, Microsoft, Google Cloud) or marketplace transactions
- Familiarity with partner relationship management tools and Salesforce
- Experience building a GSI program from an early stage
- Global or multi-region partner experience across North America and EMEA
Benefits
- Variable commission tied to partner-sourced and partner-influenced bookings.
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