GSI Alliance Manager

Title: Account General Manager – Global System Integrators (GSI)

Location: EMEA

Role Overview

The AGM – Global System Integrators (GSI) will be responsible for managing and expanding strategic partnerships with global system integrators such as Accenture, DXC, NTT and the likes. The role focuses on driving joint go-to-market (GTM) strategies, revenue growth, partner enablement, and executive relationship management across regions.

Key Responsibilities

• GSI Partnership Strategy & Growth
• Develop a joint value proposition and execute the GSI engagement strategy aligned with business objectives.
• Identify, onboard, and manage strategic GSIs globally to expand market reach.
• Drive joint business planning and define revenue targets with partners.
• Build long-term alliances to accelerate solution adoption and co-innovation.
• Revenue & Pipeline Management
• Own revenue targets sourced through GSI channels.
• Build and manage a strong joint pipeline across regions (North America, EMEA, APAC, etc.).
• Track performance metrics, forecasting, and pipeline health.
• Identify new business opportunities, cross-sell/upsell initiatives with GSIs.
• Executive Relationship Management
• Establish strong relationships with key stakeholders (CXOs, Partner Directors, Alliance Heads).
• Act as a single point of contact/escalation for GSI-related engagements.
• Conduct regular executive reviews, QBRs (Quarterly Business Reviews), and steering committees.
• Establish the baseline of the 360 corporate relationship
• Go-To-Market (GTM) & Co-Selling
• Define and execute joint GTM programs, campaigns, and co-selling initiatives.
• Collaborate with sales, marketing, and product teams to position joint solutions and / or specific account related initiatives.
• Develop industry-specific offerings and use cases with GSIs.
• Partner Enablement & Governance
• Drive enablement programs including training, certifications, and onboarding.
• Ensure partners are equipped with product knowledge, tools, and resources.
• Establish governance frameworks for engagement, reporting, and conflict resolution.
• Cross-Functional Collaboration
• Work closely with internal teams: Sales, Pre-sales, Marketing, Product, Delivery.
• Align internal stakeholders to deliver successful joint engagements.
• Facilitate smooth execution of joint deals and delivery programs.
• Market Intelligence & Innovation
• Monitor market trends, competitor partnerships, and emerging ecosystems.
• Understand alliance ecosystem (cloud providers, ISVs, consulting firms).
• Drive innovation initiatives such as joint solution accelerators.

Key Skills & Competencies

• Strong understanding of GSI ecosystem and partner business models
• Strategic thinking with proven ability to drive revenue growth
• Excellent stakeholder management and executive communication skills
• Strong negotiation and influencing skills
• Deep knowledge of enterprise IT services, digital transformation, AI

Qualifications & Experience

• MBA / Bachelor’s degree in Engineering, Business, or related field
• 10–18 years of experience in alliances, partner management, or enterprise sales
• Proven experience working with global system integrators
• Demonstrated track record of meeting/exceeding revenue targets through partnerships

Performance Metrics (KPIs)

• GSI-led revenue and pipeline growth
• Closed Total Contract Value in the Half and Year
• Growth Margin

Preferred Experience

• Experience in industries like IT services, SaaS, Cloud, or Consulting
• Exposure to hyperscalers (Microsoft, AWS, Google Cloud) ecosystem
• Strong global exposure managing multi-region alliances

Leadership Expectations

• Ability to lead without authority across global teams
• Strong problem-solving and decision-making skills
• Demonstrated capability to influence at senior leadership levels