Director, GSI Sales

Calero; Idaho; Remote; USD 275,000 - 300,000; Full time

Job summary

Calero is seeking a GSI Sales Director to build and expand revenue with global system integrators such as Accenture, Deloitte, IBM, Capgemini and others. You will own partner relationships end-to-end, recruit and enable partners, and drive joint go-to-market plans with executive alignment.

This quota-carrying role requires a track record in enterprise software sales, strong negotiation skills, and the ability to influence at C-level. Remote work is available across the US.

Qualifications

• 7+ years in enterprise software sales or alliances.
• Experience managing GSI or large SI partnerships.
• Experience selling complex SaaS solutions to Fortune 1000 or Global 2000 buyers.
• Bachelor's degree or equivalent experience.

Responsibilities

• Own Calero's relationship with an assigned set of GSIs, building trusted ties from global alliance leads to regional practice partners.
• Negotiate and manage partner agreements, including referral, resale and managed-service models, 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.
• 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.

Education

Bachelor's degree or equivalent experience

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

150-Channel Sales Full Time Regular Professional US

5 days ago Requisition ID: 2497

Salary Range: $275,000.00 To $300,000.00 Annually

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

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.
• 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.