GSI Alliance Manager Job at Workato (London)

Senior Strategic Partner Manager - GSI, SEAK

Wiz is hiring a Senior Strategic Partner Manager - GSI, SEAK in Singapore to hel...

Location

Singapore , Singapore

Salary:

Not provided

Wiz

Expiration Date

Until further notice

Requirements

Proven success selling to or with global system integrators and/or consulting partners such as Deloitte, PwC, KPMG, EY, NTT Data etc
Consistent quota overachievement and strong command of pipeline metrics and KPIs
Experience building scalable, data-driven sales processes and partner programs
Exceptional leadership, collaboration, and communication skills
Experience in SaaS or early-growth technology environments preferred
BA/BS degree preferred
ability to travel globally as required
Applicants must have the legal right to work in the country where the position is based, without the need for visa sponsorship

Job Responsibility

Own and exceed a direct sales quota
drive new logo acquisition with global SI partners
Develop and execute a KPI-driven, repeatable GTM process to scale SI sourced and influenced revenue
Align and coordinate internal sales, alliances, and services teams to deliver a unified SI go-to-market approach
Build and nurture champions at both business and technical levels within SI organizations
Manage a global pipeline with clear accountability, visibility, and performance metrics

Fulltime

Sr Product Marketing Manager, GSI & Ecosystem GTM

We're seeking a Senior Product Marketing Manager to make the Zuora platform easy...

Location

United States , Foster City

Salary:

155800.00 - 214250.00 USD / Year

Zuora

Expiration Date

Until further notice

Requirements

6–8+ years of experience in B2B SaaS product marketing, solution marketing, or ecosystem/partner PMM, including meaningful experience supporting indirect or channel motions across GSIs, ISVs, marketplaces, or strategic alliances
Proven success turning platform capabilities into partner-sellable solutions and bringing joint offers to market beyond MDF or event-driven activities
A strong understanding of enterprise sales cycles and partner-led programs, including how GSIs and ISVs influence or lead transformation initiatives
Strong storytelling and executive communication skills, with the ability to work effectively with C-level stakeholders at Zuora and across partner organizations
A demonstrated ability to work highly cross-functionally across Alliances, Product, Sales, Customer Success, and Marketing
Experience using data and qualitative insight, including pipeline performance, partner feedback, and win/loss analysis, to prioritize plays, refine offers, and adjust go-to-market strategy
You are based in the Pacific or Mountain time zone

Job Responsibility

Build repeatable joint solutions and plays with Alliances and partner practice leads, including accelerators, assessments, reference architectures, implementation blueprints, and vertical solutions
Define target customers, use cases, and outcomes for each play, including problem statements, success metrics, and proof points
Map joint solutions to repeatable land and expand motions that partners can run consistently
Drive co-sell and sell-through readiness by enabling Zuora and partner sellers on when and how to position Zuora through partners
Create partner- and field-facing enablement such as decks, one-pagers, battlecards, solution briefs, talk tracks, and short-form assets tailored to partner use
Support strategic pursuits with customized narratives and executive-level storylines for complex opportunities where partners are prime or co-prime
Partner with Global Alliances to define partner tiers, focus areas, and goals across pipeline, ACV, product attach, and marketplace contribution
Shape joint business plans by region and industry, including marketplace programs and shared success metrics
Act as the voice of the ecosystem by bringing partner, customer, and market insight back into Product, PMM, and Sales
Help inform roadmap, pricing and packaging, and future joint offers based on partner feedback, deal patterns, and win/loss insights

What we offer

Competitive compensation
variable bonus and performance-based reward opportunities
retirement programs
Medical, dental, and vision insurance
Generous, flexible time off, plus paid holidays, wellness days, and a company-wide year-end break
Paid parental leave (including fully paid leave for eligible ZEOs, subject to local policy)
Learning & development stipend
Opportunities to volunteer and give back, including charitable donation matching
Mental wellbeing resources and support

Fulltime

Senior Partner Success Manager : GSI

We’re not just building better tech. We’re rewriting how data moves and what the...

Location

Singapore

Salary:

Not provided

Confluent

Expiration Date

Until further notice

Requirements

Established operational relationships within the Global SI community
7+ years of related experience in partner sales, business development, and/or partner development
Track record of consistent quota attainment & over achievement
Strong executive presence and ability to influence senior executives
Strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary.
A strong background in sales or alliance partnerships gained within the Cloud/SaaS space, managing multi-million-dollar deals
Demonstrable track record of achieving and exceeding targets whilst managing a small number of large accounts or alliance partners, ideally with a next-generation software company
Familiarity with GCP, Azure, and/or AWS offerings and GTM approach. OEM is a plus.
A self-starter mindset with a strong sense of urgency and passion as an advocate of the partner ecosystem.

Job Responsibility

Candidate will be responsible for building the partnership with key partners that includes: executive sponsorship/cadence, 3 yr business plan and vision, solution development, sales targets, enablement, and marketing execution
Develop and world class business plans with associated QBR governance & exec sponsorship with partners to include committed targets & shared metrics.
Manage potential conflicts and develop aligned approaches and resolutions at Executive levels
Run Global Pipeline calls , Bi-weekly Alliance Cadence call and Governance
Lean on established trust based relationships with key executives in GSI’s to open new opportunities and fast track joint business
Execute through a framework of governance by conducting periodic pipeline reviews, QBR/monthly business reviews and KPI/Metrics for progress made.
Work closely with the sales and marketing teams to create partner development strategies, sourced opportunities, revenue growth, market expansion, and increased net new logos
Work strategically to identify new industry specific ‘use cases and solutions’
Build a target account list and drive a co-sell strategy by aligning sales teams of partner and Confluent
Work with the Global Partner teams to manage the field execution while triangulating GSI strategy with CSP’s. Drive and Manage Geo Partner Managers and Territory Partner Managers for seamless execution

What we offer

Remote-First Work
Robust Insurance Benefits
Flexible Time Away
The Best Teammates
Experience Ambassadors
Open and Honest Culture
Well-Being and Growth

Alliance Partnership Manager

At Adyen, over 40% of deals that go live involve a partner. The Partnership’s Te...

Location

United Kingdom , London

Salary:

Not provided

Adyen

Expiration Date

Until further notice

Requirements

5+ years of experience in a direct partnerships/alliances facing role or experience working at a GSI
Experience building partnerships with GSIs, consultants focused on the payments/fintech/digital transformation space
Experience managing Accenture is a plus
Ability to think and operate like an entrepreneur, a go-getter mentality
Ability to see the bigger picture in channel management using a global and commercial mindset
Flexible, professional, accurate and structured
Excellent organizational skills as we are a flat organization with a lot of autonomy
You have full professional proficiency (written and verbal) in English
This role is based out of our London or Amsterdam office
Comfortable with up to 25% travelling in EMEA & NA

Job Responsibility

Execute a comprehensive partner management strategy aimed at maturing our global relationship with Accenture & a select few GSIs, driving market expansion, and revenue growth acceleration
Serve as the primary point of contact between Adyen and your alliance partners, ensuring seamless communication and fostering collaboration
Support a global network of partner managers working with your GSI and drive a consistent GTM strategy across NA, EMEA & APAC
Collaborate closely with GSIs to devise joint go-to-market strategies, co-marketing campaigns, sales empowerment initiatives, and industry-specific solutions
Drive negotiation and administration of partnership agreements, ensuring mutual benefit, legal compliance, and alignment with Adyen's strategic goals
Work with cross-functional teams, including sales, marketing, product development, and legal, to ensure a unified approach to Alliance partnership success
Evaluate key performance metrics and continuously optimize GSI partnership performance
Engage key stakeholders within GSIs to understand their needs, address challenges, and gather feedback to enhance the partnership offering
Conduct regular business reviews with SIs to ensure alignment on objectives, performance metrics, and strategic endeavors
Stay updated on industry trends, competitor strategies, and market dynamics to uphold Adyen's competitive advantage in GSI partnerships

GSI Regional Partner Manager, Central

Wiz is looking for its next Global System Integrator (GSI) Regional Partner Mana...

Location

United States , Dallas

Salary:

189000.00 - 225000.00 USD / Year

Wiz

Expiration Date

Until further notice

Requirements

Minimum 5 years of experience in a selling or alliance management role specifically focused on GSIs
A consistent history of quota overachievement and a deep command of pipeline metrics and KPIs
Exceptional interpersonal skills with the ability to influence and lead cross-functional teams
Experience in SaaS or early-growth technology environments is highly preferred
BA/BS degree preferred
This role requires regular travel to engage with partners and teams in person
Applicants must have the legal right to work in the country where the position is based, without the need for visa sponsorship

Job Responsibility

Partner with Global Alliance Managers to localize strategies, identifying target accounts and deploying high-impact sales plays
Lead the co-sell motion from opportunity creation to close, working hand-in-hand with other Regional Partner Managers and Field Sales teams to drive Wiz revenue
Maintain rigorous hygiene in Salesforce
track KPIs, forecast accurately, and manage your pipeline to exceed a direct sales quota
Bridge the gap between Wiz and the partner org by driving local enablement sessions and building deep, trusted relationships across the GSI ecosystem
Orchestrate and execute partner- and customer-facing events across the East Coast to build brand awareness and top-of-funnel opportunities
Coordinate across internal sales, alliances, and services teams to ensure a unified GTM approach that makes Wiz the preferred cloud security partner for GSIs

What we offer

Medical, dental and vision insurance
Home Office Setup reimbursement
Flexible Spending Accounts
Monthly Connectivity reimbursement
Employee Assistance Program (EAP)
Short- and Long-term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan (with employer match)
Flexible paid time off + 11 paid holidays
Paid leave programs, including parental, pregnancy health, medical and bereavement leave

Fulltime

GSI Regional Partner Manager

Wiz is looking for its next Global System Integrator (GSI) Regional Partner Mana...

Location

United States , Chicago

Salary:

189000.00 - 225000.00 USD / Year

Wiz

Expiration Date

Until further notice

Requirements

Minimum 5 years of experience in a selling or alliance management role specifically focused on GSIs
A consistent history of quota overachievement and a deep command of pipeline metrics and KPIs
Exceptional interpersonal skills with the ability to influence and lead cross-functional teams
Experience in SaaS or early-growth technology environments is highly preferred
BA/BS degree preferred
This role requires regular travel to engage with partners and teams in person
Applicants must have the legal right to work in the country where the position is based, without the need for visa sponsorship

Job Responsibility

Partner with Global Alliance Managers to localize strategies, identifying target accounts and deploying high-impact sales plays
Lead the 'co-sell' motion from opportunity creation to close, working hand-in-hand with other Regional Partner Managers and Field Sales teams to drive Wiz revenue
Maintain rigorous hygiene in Salesforce
track KPIs, forecast accurately, and manage your pipeline to exceed a direct sales quota
Bridge the gap between Wiz and the partner org by driving local enablement sessions and building deep, trusted relationships across the GSI ecosystem
Orchestrate and execute partner- and customer-facing events across the East Coast to build brand awareness and top-of-funnel opportunities
Coordinate across internal sales, alliances, and services teams to ensure a unified GTM approach that makes Wiz the preferred cloud security partner for GSIs

What we offer

Medical, dental and vision insurance
Home Office Setup reimbursement
Flexible Spending Accounts
Monthly Connectivity reimbursement
Employee Assistance Program (EAP)
Short- and Long-term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan (with employer match)
Flexible paid time off + 11 paid holidays
Paid leave programs, including parental, pregnancy health, medical and bereavement leave

Fulltime

Regional Sales Director, Southern Europe

This is a first-line manager sales leadership role. Your primary responsibility ...

Location

France , Paris

Salary:

Not provided

Zuora

Expiration Date

Until further notice

Requirements

A dynamic, high-energy executive with a demonstrable track record of successfully building new business in the region preferably in a SaaS environment and/or with innovative solutions that challenge the status quo
Demonstrable success winning seven-figure, complex enterprise projects, dealing with multiple senior stakeholders and working alongside regional and Global Systems Integrators (GSI's)
Flexible and creative thinking, but ultimately with a "do what it takes" mind-set to win business
Someone who can demonstrate a high level of intellect to enable the execution of sophisticated sales engagement processes and to introduce complex business transformational positions to customers
An inspirational leader of people
Entrepreneurial, inquisitive, and curious about their customer's business
Analytical, at home with collecting and using data
A strong but engaging personality ("presence") that encourages cross-functional collaboration
Natural gravitas when dealing with senior executives both internally and externally
Experience managing to a sales methodology, especially Value Selling

Job Responsibility

Deliver strong, predictable quarterly sales execution
Work with the SVP & GM EMEA to develop and execute the sales strategy for the region
Drive discipline and rigor with your team to maximize sales outcomes
Given that you will be at the fore-front the South region you will have the ability to comprehend and then articulate the latest trends and innovations and weave these into the Zuora value proposition and roadmap
Identify, conceive, model and execute revenue-generating business opportunities
Leverage dedicated resources (sales development, pre-sales, sales, services) within the region
Work with the Alliances team to form successful strategic long-term GSI/ISV partnerships
Work with the Marketing Director to develop successful plans that generate awareness of, and demand/pipeline for Zuora
Develop, analyse and present business-related metrics including operating results, forecasts, and other key performance indicators

What we offer

Competitive compensation, corporate bonus program and performance rewards, company equity and retirement programs
Medical, dental and vision insurance
Generous, flexible time off
Paid holidays, "wellness" days and company wide end of year break
Fully paid parental leave
Learning & Development stipend
Opportunities to volunteer and give back, including charitable donation match
Free resources and support for your mental wellbeing

Fulltime

Senior Strategic Partner Manager - Global SI, Japan

Wiz is hiring a Senior Strategic Partner Manager in Japan to help build and scal...

Location

Japan

Salary:

Not provided

Wiz

Expiration Date

Until further notice

Requirements

Proven success selling to or with global system integrators (GSIs, MSSPs)
Consistent quota overachievement and strong command of pipeline metrics and KPIs
Experience building scalable, data-driven sales processes and partner programs
Exceptional leadership, collaboration, and communication skills
Experience in SaaS or early-growth technology environments preferred
BA/BS degree preferred
ability to travel globally as required
Fluency in both English & Japanese is a must

Job Responsibility

Own and exceed a direct sales quota
drive new logo acquisition with global SI partners
Develop and execute a KPI-driven, repeatable GTM process to scale SI sourced and influenced revenue
Align and coordinate internal sales, alliances, and services teams to deliver a unified SI go-to-market approach
Build and nurture champions at both business and technical levels within SI organizations
Manage a global pipeline with clear accountability, visibility, and performance metrics

Fulltime

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GSI Alliance Manager

Job Description

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