Director, GSI Partnerships

Kiteworks; United States; On-site; USD 250,000 - 280,000; Full time

Benefits offered by this job

Equity options

HSA contributions

Unlimited PTO

Catered lunches

In-office massages

One Medical membership

EAP counseling

10 holidays

Job summary

Kiteworks seeks a strategic partnerships leader to own GSI relationships with Accenture, Deloitte, Leidos, Booz Allen Hamilton, and more. This is not a sales role; it focuses on partner-led solutions and ecosystem leverage, translating executive relationships into field-ready practices and measurable pipeline influence.

The role drives strategy, joint solution development, and cross-functional handoffs, embedding Kiteworks into GSI delivery models and reference architectures for scalable client

Qualifications

• 12+ years in strategic alliances or partnerships or SI-facing roles.
• Minimum 5 years leading GSI relationships at Director or Sr. Director level.
• Executive-level relationships inside Tier-1 GSIs (Accenture, Deloitte, Leidos, Booz Allen Hamilton, etc.).
• Track record embedding a platform into GSI practices and driving pipeline.
• Strong understanding of federal procurement and contract vehicles.
• Familiarity with modern integration paradigms (APIs, MCP, AI Skills).
• Bachelor's degree required; MBA or advanced degree preferred.

Responsibilities

• GSI relationship management and executive alignment.
• Practice building and joint solution development with GSIs.
• Cross-functional execution and on-time delivery.
• Sales, channel and GTM enablement for co-sell motions.
• Federal and compliance alignment with frameworks like FedRAMP/NIST.
• Executive reporting and quarterly partnership scorecards.

Skills

GSI partnerships

Executive relationships

Enterprise software

Federal acquisition

APIs/MCP

AI skills

Education

Bachelor's degree

MBA preferred

Tools

APIs

MCP

AI Skills

Job description

This is an exciting opportunity to join Kiteworks' newly formed Strategic Partnerships organization and lead GSI partnerships that turn executive relationships into delivered joint solutions and new growth opportunities. This is not a sales role — it's a Strategic Partnerships role focused on building partner-led solutions and ecosystem leverage through GSIs such as Accenture, Deloitte, Leidos, and Booz Allen Hamilton.

Reporting to the SVP, Strategic Partnerships and Strategy, this leader builds senior relationships inside priority GSIs and converts them into joint solutions, field-ready practices, and measurable pipeline influence. Sales and Channel Alliances own regional execution; this role owns the strategy, executive alignment, joint solution development, and field handoff readiness that enable them to succeed.

What you'll do

GSI relationship management

• Translate GSI strategy into partner plans with clear owners, milestones, and execution timelines for each assigned GSI.
• Build multi-threaded relationships across practice leaders, solution architects, business development teams, and C-level executive sponsors on both sides.
• Conduct regular business reviews to evaluate partnership health, pipeline contribution, and opportunities for deeper engagement.

Practice building and joint solution development

• Embed Kiteworks into GSI delivery methodologies, service offerings, and implementation playbooks so the platform becomes a repeatable component of how GSIs deliver solutions to clients.
• Package Kiteworks plus integrated technology-partner solutions (CrowdStrike, ServiceNow, Palo Alto Networks, AWS, Microsoft) for GSI delivery into client engagements.
• Define reference architectures, delivery accelerators, and joint solution blueprints — including AI- and agent-driven patterns (APIs, MCP, Agentic AI, AI Skills) — that GSI partners can operationalize.

Cross-functional execution

• Ensure every GSI-driven integration has a clear technical owner, agreed architecture, roadmap alignment, and a path to delivery.
• Partner with Legal on agreements and contracting; with Finance on partnership economics and pipeline contribution models; with Partner Operations on onboarding, documentation, and CRM hygiene.
• Ensure GSI-delivered implementations have clear supportability, escalation paths, and post-deployment ownership.

Sales, channel, and GTM enablement

• Hand off GSI-built joint solutions to Sales and Channel Alliances with the partner context, positioning, and relationship maps they need to execute in the field.
• Support co-sell and influence motions across enterprise and public sector accounts.
• Collaborate with Marketing on co-branded assets, case studies, solution briefs, events, and speaking engagements.

Federal and compliance alignment

• Ensure joint solutions align with federal compliance frameworks (FedRAMP, CMMC, ITAR, NIST) and stay current on federal procurement trends and contract vehicles.

Executive reporting

• Provide regular updates to the SVP on status, risks, and decisions needed for each GSI partnership.
• Deliver quarterly partnership scorecards covering pipeline contribution, deal influence, practice adoption, and relationship health.
• Protect confidential business and partner data in compliance with data protection agreements and ISO 27001 controls.

What you'll bring

• 12+ years in strategic alliances, partnerships, or systems integrator-facing roles; minimum 5 years leading GSI relationships at Director or Sr. Director level.
• Existing executive-level relationships inside one or more Tier-1 GSIs (Accenture, Deloitte, Leidos, Booz Allen Hamilton, KPMG, EY, PwC) that can be leveraged from day one.
• Demonstrated track record in enterprise software, cybersecurity, or data protection of embedding a platform into GSI practices, building joint solutions, and driving measurable pipeline.
• Strong understanding of federal acquisition, contract vehicles, and public sector go-to-market motions.
• Familiarity with modern integration paradigms (APIs, MCP, AI Skills, AI-driven solutions) and how GSIs operationalize them.
• Bachelor's degree required; MBA or advanced degree preferred.

About Kiteworks

The Kiteworks single-tenant-by-design virtual appliance delivers full data sovereignty, governing employees’ and AI agents’ access to, use, and sharing of sensitive data under the same identity, policy, encryption, and audit controls. Compliance is built in, not bolted on.

The values that define us

• Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimize how we work to create meaningful impact for our customers.
• Transparency – We communicate openly and clearly, ensuring stakeholders have the information they need to make informed decisions. We foster a culture of trust, welcome feedback, and embrace accountability in everything we do.
• Integrity – We uphold the highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions.

Compensation range

• Annual Base Salary Range of $250,000 – $280,000
• Base pay depends on many factors, such as location, education, experience, and skills. Base pay is only one part of Kiteworks competitive Total Rewards package that can include benefits, perks, equity, and bonuses. The base pay range is subject to change and may be modified in the future.

Equity - stock options to share in company success

• 90% covered (PPO/EPO) + $0 premium HDHP
• $1,200–$2,400 HSA contribution

Savings & retirement

• FSA + Dependent Care FSA
• 401(k) with 100% match (up to $5K), immediate vesting

Coverage - Fully paid life & disability insurance

Family benefits

• 16 weeks (birthing) / 8 weeks (non-birthing)
• $10K lifetime reimbursement fertility benefit

Care & support - One Medical membership + EAP counseling

Time off & flexibility

• Unlimited PTO + 10 holidays
• 10 work-from-anywhere days

Perks - Catered lunches + in-office massage days

Commitment to equal opportunity & inclusion

Kiteworks is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.

Other requirements

Ability to meet Kiteworks, customer, and/or government security screening requirements for this role. These requirements include, but are not limited to, the following specialized security screenings.

This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter. Please note that this role is open to individuals who already have U.S. work authorization. Visa sponsorship is not available for this position.