Vice President, GSI Partnerships

Uniphore

6d•Remote

About The Position

Uniphore is seeking a VP, GSI Partnerships to build and scale strategic relationships with Global System Integrators (GSIs) and top-tier consulting enterprises. This is a hands-on revenue role for a seasoned enterprise alliance leader who has sold AI and data platforms into — and alongside — GSIs. The role involves owning the GSI partnership strategy end-to-end across sell-to, sell-through, and sell-with motions, personally activating and closing joint opportunities while leading a small, high-performing team. The role reports to the SVP Global Partnership Program.

Requirements

10+ years in strategic alliance management, partner sales, or GSI relationship management within enterprise software, SaaS, or AI/data platforms.
Proven background selling AI and/or data products/platforms.
At least 5 years of direct experience selling to or through GSIs or top-tier consulting enterprises (e.g., Accenture, Deloitte, McKinsey, TCS, Infosys, Capgemini).
Deep understanding of GSI business models and how to build sell-to, sell-through, and sell-with motions that drive mutual revenue.
Proven ability to create and execute joint business plans, joint IP frameworks, and solution accelerators with GSI partners.
Experience building and enabling GSI practice areas.
Builder mentality: ability to create programs, frameworks, and partnerships from scratch rather than inheriting a mature function.
Excellent forecasting discipline and experience managing partner pipeline in a CRM.
Strong commercial and financial acumen — able to structure joint business models, co-investment frameworks, and revenue-sharing agreements.
Bachelor's degree required.

Nice To Haves

MBA or advanced degree preferred.

Responsibilities

Define and execute Uniphore's global GSI partnership strategy, building the playbook, operating rhythm, and engagement model from the ground up.
Own sell-to, sell-through, and sell-with motions with top-tier GSIs, personally driving deals while enabling the team to scale.
Build and maintain CXO-level relationships within GSI organizations, securing executive sponsorship, joint investments, and long-term strategic commitments.
Develop joint go-to-market plans and joint business plans with each strategic GSI, including co-sell targets, pipeline goals, and field activation strategies.
Drive the creation of joint IP and vertical solution accelerators that embed Uniphore's AI platform into GSI service offerings and practices.
Align GSI partner activities tightly with Uniphore's regional field sales organization to maximize sourced and influenced pipeline.
Lead and mentor a team of 2+ partnership professionals, carrying a team quota exceeding $5M, while remaining deeply hands-on in partner execution.
Establish QBRs, pipeline reviews, and partner scorecards, and own accurate forecasting against revenue targets.
Collaborate cross-functionally with Sales, Product, Marketing, and Customer Success to ensure seamless GSI integration into Uniphore's growth engine.