Director, GSI Sales
About The Position
The Director, GSI Sales builds and grows Calero’s revenue through Global System Integrators (GSIs). The role owns a portfolio of GSI relationships end to end, including recruiting and enabling partners, developing joint go-to-market plans, and co-selling into large enterprise accounts. It is a quota-carrying position measured on partner-sourced and partner-influenced bookings. Calero helps enterprises manage and optimize technology spend across telecom, mobility, cloud, SaaS, and AI. Its partner ecosystem is central to reaching large enterprises, and this role is central to that strategy. The director develops partner relationships and strategies, creates joint plans and offerings, generates pipeline, enables GSI practitioners, and coordinates internal teams around partner priorities. The role also forecasts partner revenue in Salesforce and shares market and partner insights with leadership and product teams. Success in the first year includes assessing the GSI landscape and establishing plans with at least two GSIs within 90 days; enabling certified practitioners and generating initial partner-sourced opportunities by six months; and achieving booking targets, repeatable co-selling motions, and joint wins in Global 2000 accounts by 12 months. Pipeline, booking, and certification targets will be set with the hiring manager. Compensation includes a competitive base salary plus variable commission tied to partner-sourced and partner-influenced bookings. The stated base salary range is $150,000–$180,000, with on-target earnings of $300,000 and a 60/40 base-to-variable split.
Requirements
- 10+ years of experience in enterprise software sales or alliances.
- At least 5 years managing GSI or large system integrator partnerships.
- Track record of meeting or exceeding an annual partner-sourced revenue quota of several million dollars.
- 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 skills in negotiating partner agreements and building joint business plans.
- Executive presence and excellent written, verbal, and presentation skills.
- Bachelor’s degree or equivalent experience.
Nice To Haves
- Background in technology expense management (TEM), SaaS management, FinOps, IT asset management, or IT financial management.
- Experience with hyperscaler co-sell programs, including AWS, Microsoft, or Google Cloud, or with 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.
Responsibilities
- Own relationships with an assigned portfolio of GSIs, building trusted connections from global alliance leads to regional practice partners.
- Identify GSI practices where Calero can provide value, such as IT finance, FinOps, procurement transformation, and managed services.
- 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-selling motions and joint offerings that package Calero into GSI transformation programs.
- Lead joint account planning and pursuits with Calero enterprise sales teams and GSI client partners.
- Generate 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 with demonstrations, solution design, and proofs of concept.
- Ensure Calero is included in GSI solution blueprints, RFP responses, and delivery frameworks.
- Align direct sales, marketing, product, and customer success teams around partner priorities and rules of engagement.
- Accurately forecast partner-sourced and partner-influenced revenue in Salesforce (SFDC).
- Share partner and market insights with leadership and the product team to help shape roadmap and positioning.
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What This Job Offers
Job Type
Full-time
Career Level
Director
