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Director, GSI Sales at Calero in Location not listed
Job Description
Director, GSI Sales
Full Time Regular · Location: US
Global Systems Integrator (GSI) Sales Director
Role summary
The GSI Sales Director builds and grows Calero's revenue through Global System Integrators (GSIs) such as Accenture, Deloitte, IBM, Capgemini, Kyndryl and similar firms. You will own specific GSI relationships end-to-end: recruiting and enabling partners, building joint go-to-market plans, and lead the overall management of these strategic relationships from Executive level to the field. This is a quota-carrying role measured on partner-sourced and partner-influenced bookings.
Detail | |
Title | GSI Sales DIrector |
Reports to | SVP, Channels and International Sales |
Location | Remote, US |
Employment type | Full-time, exempt |
Travel | Up to 40%, including partner and client sites |
About Calero
Calero helps enterprises manage and optimize their technology spend across telecom, mobility, cloud, SaaS and AI. Organizations around the world rely on Calero to gain visibility into their technology costs, control usage and reduce waste. Our partner ecosystem is central to how we reach the world's largest enterprises, and this role sits at the heart of that strategy.
Key responsibilities
Partner strategy and relationship management
- Own Calero's relationship with an assigned set of GSIs, building trusted ties from global alliance leads to regional practice partners.
- Identify the practices inside each GSI where Calero adds the most value.
- Negotiate and manage partner agreements, including referral, resale and managed-service models, with Legal and Finance.
Joint go-to-market and pipeline generation
- 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.
Partner enablement
- 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.
Internal leadership and reporting
- 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.
Qualifications
Required
- 7+ years in enterprise software sales or alliances, with at least 3 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.
Preferred
- 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.
- Global or multi-region partner experience across North America and EMEA.
What success looks like in year one
Timeframe | Outcome |
First 90 days | Assess the current GSI landscape, set priority partners and sign off joint business plans with at least two GSIs |
6 months | Certified practitioners in place at priority GSIs; first partner-sourced opportunities in active pipeline |
12 months | Partner-sourced and partner-influenced bookings at or above target; repeatable co-sell motion with at least two GSIs; first joint wins in Global 2000 accounts |
Targets for pipeline, bookings and certifications to be set with the hiring manager.
Compensation and benefits
This role pays a competitive base salary plus variable commission tied to partner-sourced and partner-influenced bookings.
- Base salary range: $300k OTE
Equal opportunity
Calero is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other legally protected status. We provide reasonable accommodations to applicants who need them during the hiring process.