Global Head Of Global Systems Integrator Alliances

Global Head Of Gsi AlliancesOur client is one of the fastest growing software companies that own the number one operating system in the cloud sold across the globe as one of the most popular development platforms. Our clients renowned product is the fastest growing enterprise platform, the leading platform for public cloud compute, and the engineers favorite path to dive into the future. Their aim is to help the enterprise welcome open source from end to end, across every category of compute and application, starting with infrastructure solutions such as Kubernetes and OpenStack, to data, analytics, security and serverless capabilities. Their clients range from Global 500 enterprises and telcos, and managed service providers at big scale, to fast-moving startups.Our client provides managed services, commercial support, training and consulting services to their clients who are deploying their product. They also support technical staff and partners to provide best guidance and practices across their projects.Global System Integrators (GSI) play a vital role in the companys growth plans in the coming three years.Reporting to the VP Global Alliances and Channels, the Global Head of GSI Alliance will be responsible for helping partners to bloom and grow their business with the company services and solutions. The role will involve managing a small global team (around 5 heads).The role will work closely with their GSI partners throughout their sales cycles and across their sales organizations to facilitate the companys product based solutions and opportunities, as well as help GSI build long term digital transformation platforms with the companys product stacks and services.The successful candidate will be responsible for building trusted relationships with partners, increasing the clients market share and attach rate, transform about the partnership and lead all business interactions from engineers to CxO level. The Head of Global Systems Integrator Alliances will own the strategy, the sell-to, sell-through and sell-with motions with the GSI and will animate many sales events, customer workshops, executive engagements and public presentations.ResponsibilitiesBuild strategic relationships with partners at levels, and stickiness with the companys product technologyDeep understanding of Linux and cloud software ecosystem, and opensource selling modelsNegotiate contracts and commercial business termsDeep understanding of partner organizations and sales models, in particular with Global System IntegratorsWork closely with marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partnerLead executive interlocks between partners and the companys leadership teamAbility to travel - sometimes internationally - up to 40% of the timeRequirementsPassionate about the companys products and missionVast experience in alliance or indirect sales management rolesVast experience with OpenStack, virtualization, containers and other Cloud technologies.Disciplined, autonomous, hands-on, get-it-done mentalityAbility to seize customer requirements, assess gaps, spot and generate opportunitiesComfortable in fast-paced and high pressure environments with ambitious achievement goalsExcellent communication and presentation skillsPerksLearning and DevelopmentAnnual Compensation ReviewRecognition RewardsAnnual LeavePriority Pass for travelPlease disregard any references to salary banding on the advert as the candidate will be evaluated on their merit, on not necessarily adhere to the salary stated on the job description.