Director, GSI Sales

Calero

. Build and grow Calero's revenue through Global System Integrators (GSIs) .

Posted 10/22/2026full-timeRemote • United StatesLead💰 $275,000 - $300,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing Global System Integrator partnerships, driving revenue growth through strategic relationship management, and executing joint business plans. Proficient in negotiating complex agreements and collaborating across sales, marketing, and product teams to align on partner priorities.

Highest-signal resume keywords

Global System Integrator ManagementEnterprise Software SalesNegotiation SkillsJoint Business PlanningSaaS Solutions Selling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner Agreement NegotiationRevenue Quota AchievementSalesforce ForecastingSaaS ManagementIT Financial Management

Soft Skills

Executive PresenceWritten CommunicationVerbal CommunicationPresentation Skills

Tools & Technologies

Partner Relationship Management ToolsSalesforce

Industry Keywords

Technology Expense ManagementFinOpsIT Asset ManagementHyperscaler Co-Sell ProgramsGlobal Partner Experience

Tech Stack

Tools & technologies

AWSCloudSFDC

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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