Director/Senior Director, GSI Partnerships – North America

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.

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.

• 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.