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GSI Partner Development Manager (Global Systems Integrators)

Company: IP Infusion Inc.
Location: Santa Clara
Posted on: January 8, 2021

Job Description:

Key Responsibilities


  • Own the GSI partnership lifecycle - Recruit, Onboard, Enable, Grow

  • Recruit: Leverage existing GSI relationships to identify the most strategically aligned GSIs globally. Align GSI strengths to IPI's portfolio, resulting in joint solutions that command the attention of GSI Client Executives and Customers.

  • Onboard: Engage the appropriate stakeholders to cultivate a successful go-to-market partnership. Drive the successful execution of partner agreements and ensure orderability of joint solutions.

  • Enable: Map respective Sales leaders and facilitate field relationships. Capture mind share of GSI through creative and engaging Sales and Technical training. Impactfully roll out new product, pricing, solutions to GSI sales community.

  • Grow: Own the number. Conduct metric-driven Executive level Quarterly Business Reviews. Champion joint strategic opportunities inside of IPI. Heat map partnership efficacy and fill gaps as needed.

  • Serve as a key member of the IPI PartnerInfusion team helping to define and deliver the overall channel go-to-market strategy

  • Up to 50% global travel
    Basic Qualifications

    • 5+ years of GSI partnership management is required

    • Sustained record of meeting, or exceeding revenue targets, preferably in a quota-based role

    • Demonstrable track record of success building technology partnerships

    • Excellent written and verbal communication skills, including group leadership and executive presentations

    • Bachelor's degree

      Preferred Qualifications

      • 8+ years of Channel Sales experience

      • Knowledge of disaggregated networking technologies

      • Business acumen, with a demonstrated track record of driving emerging/disruptive technologies

      • End-to-end negotiation experience, including identifying, developing, and executing successful partnerships.

      • MBA is a plus

Keywords: IP Infusion Inc., Santa Clara , GSI Partner Development Manager (Global Systems Integrators), Executive , Santa Clara, California

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