Director/Senior Director of GSI Partnerships, DevRev

• 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

Desirable

• 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, and executing Joint Go-to-Market (JGTM) motions that deliver measurable revenue impact
• You will serve as the connective tissue between DevRev's product, sales, and marketing teams and our GSI partners' consulting, technology, and 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
• 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