Senior Partner Sales Manager - Global System Integrator (GSI)

Accountabilities:

You will own strategic partner relationships and help drive joint business development, sales execution, and long-term growth with Global System Integrators.

• Build and maintain strategic relationships with GSI partners across multiple organizational levels.
• Increase adoption of open source, Linux, cloud, and related solutions within partner organizations and customer engagements.
• Manage partner opportunities throughout the sales cycle and help identify, develop, and close new business opportunities.
• Negotiate contracts, commercial agreements, and business terms with strategic partners.
• Develop a deep understanding of partner organizations, sales structures, and GSI business models.
• Work closely with marketing, sales engineering, product management, and regional sales teams to achieve shared targets.
• Represent partner needs internally and provide feedback that can inform product, sales, and go-to-market strategies.
• Lead executive-level engagements and strategic interlocks between partners and senior leadership.
• Conduct customer workshops focused on digital transformation initiatives and technology opportunities.
• Attend sales events, deliver presentations, and act as a technical and commercial advocate for the partnership.
• Travel internationally as needed, potentially up to 40% of the time.

Requirements:

You should bring substantial experience in partner, alliance, or indirect sales, combined with strong knowledge of cloud technologies and the ability to navigate complex enterprise relationships.

• Extensive professional experience in alliance management, partner sales, or indirect sales.
• Strong experience working with Global System Integrators and understanding their sales and delivery models.
• Extensive knowledge of OpenStack, virtualization, containers, cloud platforms, and related technologies.
• Strong understanding of Linux, open source technologies, and open source commercial models.
• Proven ability to identify customer requirements, evaluate gaps, and create new business opportunities.
• Strong commercial skills, including experience negotiating contracts and business terms.
• Ability to build trusted relationships with stakeholders ranging from technical teams to C-level executives.
• Excellent communication, presentation, negotiation, and stakeholder management skills.
• Autonomous, disciplined, hands-on approach with a strong focus on execution and results.
• Ability to operate effectively in fast-paced, high-pressure environments with ambitious goals.
• Strong organizational skills and the ability to manage multiple partner initiatives simultaneously.
• Passion for open source technology and enthusiasm for helping organizations adopt modern Linux and cloud solutions.
• Willingness and ability to travel internationally, potentially up to 40% of the time.

Benefits:

• Competitive compensation based on location, experience, and performance.
• Performance-driven annual bonus or commission.
• Fully distributed, home-based work environment.
• Twice-yearly in-person team sprints and company events.
• USD 2,000 annual personal learning and development budget.
• Annual compensation review.
• Recognition and performance rewards.
• Annual holiday leave.
• Maternity and paternity leave.
• Team Member Assistance Program and Wellness Platform.
• Opportunities to travel to new locations and meet colleagues around the world.
• Priority Pass and travel upgrades for eligible long-haul company events.
• Opportunity to work with global partners and participate in strategic technology and digital transformation initiatives.