Vice President, Global GSI Partner Sales

WHAT YOU WILL DO:

• Define and execute the global GSI partner sales strategy aligned to company growth objectives
• Build executive-level relationships across priority GSIs, including alliance leaders, practice heads, and regional sales leadership
• Develop and establish  clear value propositions and joint solutions that position identity security as foundational to digital transformation, cloud, zero trust, and compliance initiatives
• Drive GSI sourced and influenced pipeline and revenue achieving aggressive growth targets. 
• Drive consistent, scalable co-sell motions with field sales teams
• Forecast partner-driven pipeline and revenue with accuracy and rigor
• Collaborate with partner programs, marketing, and product teams to enable GSIs with training, certifications, sales assets, and repeatable offerings
• Ensure partners can independently position, sell, and deliver the company’s identity security platform at scale
• Drive the creation of joint offerings, reference architectures, and packaged solutions
• Serve as the executive liaison between GSIs and internal stakeholders including sales, product management, customer success, and marketing
• Ensure partner strategy is fully integrated into field sales execution and account planning
• Influence product roadmap based on partner and customer feedback
• Build and lead a high-performing global GSI partner sales organization setting clear goals, KPIs, and accountability for partner sales leaders and managers
• Mentor and develop talent with a focus on execution excellence and long-term scalability

WHAT YOU BRING:

• 15+ years of enterprise technology sales experience, with significant leadership experience in GSI or strategic partner sales
• Proven track record of building and scaling GSI-driven revenue in a high growth enterprise SaaS company
• Deep relationships and credibility with top-tier GSIs (Accenture, Deloitte, PwC, EY, KPMG, IBM, etc.)
• Experience selling security, identity, cloud, or infrastructure platforms into large enterprise accounts

Skills & Attributes Needed:

• Strong executive presence with the ability to influence and lead at the C-suite level with confidence and credibility
• Collaborative leader who aligns cross-functional teams around shared outcomes
• Deep understanding of enterprise sales cycles, co-sell models, and partner economics
• Data-driven operator with strong forecasting and pipeline management discipline
• Ability to thrive in a high-growth, fast-paced environment
• Ability to collect information and identify fundamental patterns/trends in data. This includes the ability to gather, integrate, and interpret information from several sources.
• Ability to build trusting, collaborative relationships and rapport with different types of people and businesses. This includes delivering on commitments and maintaining confidential information, as well as being approachable, showing interest in the other person, and relating well to people regardless of personality or background.
• Ability to convey information clearly and accurately, as well as choosing the most effective method of delivery (e.g., email, phone, face-to-face). This includes using a technically sound communication style both verbally and in writing.
• Ability to be creative. This includes the ability to produce breakthrough ideas, being a visionary, managing innovation, seeing multiple futures, having broad interests and knowledge, and gaining support in order to translate new ideas into solutions. This also includes the ability to plan and implement unconventional ideas and speculate about alternative futures without all of the data.
• Ability to be organized, resourceful, and planful. This includes the ability to leverage multiple resources to get things done and lay out tasks in sufficient detail. This also includes the ability to get things done with fewer resources and in less time, work on multiple tasks at once without losing track, and foresee and plan around obstacles.