Director/Senior Director, GSI Partnerships – North America
Devrev•2h ago
United StatesHybrid$10–$15Full-timeDirector Level10+ yrs exp
- About DevRev
- At DevRev, we're building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools
- workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions
- powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams
- eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together
- frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries.
- Job overview
- We are seeking an experienced GSI Partnership leader to own and grow DevRev's relationships with Global System Integrators (GSIs) across North America. This individual will be responsible for building deep, trust-based relationships with GSI practice leaders, driving joint pipeline generation
- executing Joint Go-to-Market (JGTM) motions that deliver measurable revenue impact. You will serve as the connective tissue between DevRev's product, sales
- marketing teams and our GSI partners' consulting, technology
- delivery organizations.
- Key responsibilities
- Relationship building & executive alignment
- Develop and maintain C-level and practice-level relationships across target GSIs in North America.
- Build joint business plans with each GSI partner, aligned on shared revenue targets, capability building, and customer outcomes.
- Serve as the primary point of contact and trusted advisor for GSI partner leadership on all DevRev-related initiatives.
- Orchestrate executive engagement programs including partner advisory councils, innovation workshops, and joint thought leadership.
- Pipeline generation & revenue growth
- Drive measurable pipeline contribution through GSI-sourced and GSI-influenced opportunities.
- Co-develop account mapping and territory alignment strategies with GSI sales and delivery teams.
- Identify and activate new revenue streams through GSI consulting practices, managed services, and implementation arms.
- Build and track joint pipeline metrics, partner-sourced ARR, and influence attribution models.
- Joint Go-to-Market (JGTM) execution
- Design, launch, and scale JGTM programs with each GSI partner including joint solutions, co-selling motions, and industry-specific offerings.
- Drive joint solution development around DevRev's agentic AI platform, ensuring GSI partners build certified practices and trained delivery teams.
- Coordinate joint marketing activities including webinars, industry events, case studies, and analyst engagements.
- Enable GSI partner teams through training, certification programs, and technical enablement on the DevRev platform.
- Operational excellence
- Maintain a rigorous partner engagement cadence with regular QBRs, pipeline reviews, and executive steercos.
- Track and report on partner KPIs including pipeline contribution, deal registration, certifications, and customer success outcomes.
- Collaborate with DevRev's sales organization to ensure seamless co-sell motions and deal progression.
- Work cross-functionally with Product, Marketing, and Customer Success to align partner programs with company strategy.
- Qualifications
- Required
- 10–15+ years of experience in enterprise technology partnerships, alliances, or channel sales.
- 5–7+ years specifically managing GSI relationships at leading global consulting and technology firms.
- Proven track record of building, nurturing, and growing GSI partnerships from early-stage engagement to scaled revenue contribution.
- Demonstrated success in driving $10M+ in partner-sourced or partner-influenced pipeline annually.
- Deep understanding of GSI business models, practice economics, delivery methodologies, and partner incentive structures.
- Experience executing JGTM programs including joint solutions, co-selling, and partner enablement at scale.
- Strong executive presence with the ability to build trust and credibility at the SVP/C-suite level within GSI organizations.
- Experience in enterprise SaaS, AI/ML platforms, or adjacent technology categories.
- Preferred
- Existing relationships with North America practice leaders at two or more major global GSIs.
- Experience with AI-native or agentic AI platforms and the ability to articulate value to GSI consulting and technology practices.
- Background in CRM, ITSM, developer tools, or customer experience technology ecosystems.
- MBA or equivalent business education.
- Experience building partner programs from 0→1 in a high-growth startup environment.
- What success looks like
- Within 90 days: Joint business plans established with top 3–4 priority GSIs; executive relationships initiated at practice-leader level.
- Within 6 months: Active co-sell motions generating qualified pipeline; at least 2 GSIs with trained/certified DevRev delivery teams.
- Within 12 months: GSI-sourced pipeline contributing meaningfully to North America revenue targets; 5+ joint customer wins; scaled partner enablement programs in place.
- Compensation & benefits
- Competitive base salary + performance-based variable compensation tied to partner-sourced pipeline and revenue targets.
- Equity participation.
- Comprehensive benefits including health, dental, vision, and 401(k).
- Flexible hybrid work arrangement (Dallas or NJ/NY metro).
- DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition
- any other basis protected by law.
Required skills
partnershipsallianceschannel salesGSIenterprise technologySaaSAIML