Director, GSI Sales

🔥 1 minute ago

🇺🇸 United States – Remote

💵 $275k - $300k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Calero

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

📦 Logistics

📣 Marketing

💰 Venture Round on 2012-01

Consulting • Logistics • Marketing

Calero is a comprehensive technology management platform that optimizes enterprise mobility, software, and telecom management. The company provides SaaS management to ensure efficiency and cost-effectiveness across technology subscriptions, devices, and services. By offering robust analytics and lifecycle management solutions, Calero empowers organizations to streamline their IT operations, maximize the efficiency of their technology assets, and make informed business decisions while adhering to compliance and security standards.

📋 Description

• Build and grow Calero's revenue through Global System Integrators (GSIs) • Own assigned GSI relationships end-to-end, from recruiting and enabling partners to managing executive- and field-level relationships • 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-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 • Support partners on demos, solution design and proofs of concept with Solutions Consulting • Ensure Calero is included in 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

🎯 Requirements

• 7+ years in enterprise software sales or alliances • At least 3 years managing GSI or large SI partnerships • 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 • Preferred: experience with hyperscaler co-sell programs (AWS, Microsoft, Google Cloud) or marketplace transactions • Preferred: familiarity with partner relationship management tools and Salesforce • Preferred: global or multi-region partner experience across North America and EMEA • Willingness to travel up to 40%, including partner and client sites

🏖️ Benefits

• Variable commission tied to partner-sourced and partner-influenced bookings • Competitive base salary