Global Head Of Global Systems Integrator Alliances

About the Company

Our client is one of the fastest growing Software companies that own the number one operating system in the cloud sold across the globe as one of the most popular development platforms. Their renown Product is the fastest growing enterprise platform, the leading platform for public cloud compute, and the engineer's favorite path to dive into the future. Their aim is to help the enterprise welcome open source from end to end, across every category of compute and application, starting with infrastructure solutions such as Kubernetes and OpenStack, to data, analytics, security and serverless capabilities. Their clients range from Global 500 enterprises and telcos, and managed service providers at big scale, to fast-moving startups.

Our client provides managed services, commercial support, training and consulting services to the clients who are deploying their Product. They also support technical staff and partners to provide best guidance and practices across their projects.

The Opportunity

Global System Integrators (GSI) play a vital role in the Company’s growth plans in the coming three years.

Reporting to the VP Global Alliances and Channels, the Global Head of GSI Alliance will be responsible for helping partners bloom and grow their business with the Company services and solutions. The role will involve managing a small global team (around 5 heads).

The role will work closely with their GSI partners throughout their sales cycles and across their sales organizations to facilitate The Company’s Product based solutions and opportunities, as well as help GSI build long term digital transformation platforms with The Company’s Product stacks and services.

The successful candidate will be responsible for building trusted relationships with partners, increasing the clients’ market share and attach rate, transform the partnership and lead all business interactions from engineers to CxO level. The Head of Global Systems Integrator Alliances will own the strategy, the sell‑to, sell‑through and sell‑with motions with the GSI and will animate many sales events, customer workshops, executive engagements and public presentations.

Responsibilities

• Build strategic relationships with partners at levels, and stickiness with the Company’s Product technology
• Deep understanding of Linux and cloud software ecosystem, and open‑source selling models
• Negotiate contracts and commercial business terms
• Deep understanding of partner organizations and sales models, in particular with Global System Integrators
• Work closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
• Lead executive interlocks between partners and the Company’s leadership team
• Ability to travel – sometimes internationally – up to 40% of the time

Requirements

• Passionate about the Company’s products and mission
• Vast experience in alliance or indirect sales management roles
• Vast experience with OpenStack, virtualization, containers and other Cloud technologies
• Disciplined, autonomous, hands‑on, get‑it‑done mentality
• Ability to seize customer requirements, assess gaps, spot and generate opportunities
• Comfortable in fast‑paced and high‑pressure environments with ambitious achievement goals
• Excellent communication and presentation skills

Perks

• Learning and Development
• Annual Compensation Review
• Recognition Rewards
• Annual Leave
• Priority Pass for travel

Please disregard any references to salary banding on the advert as the candidate will be evaluated on their merit, on not necessarily adhere to the salary stated on the job description.