Senior Partner Sales Manager - Global System Integrator (GSI)

Accountabilities: • Build and maintain strategic relationships with Global System Integrators and key stakeholders across their organizations.

• Strengthen partner adoption and long-term engagement with open-source, Linux, cloud, and related technology solutions.

• Work closely with partners throughout sales cycles to facilitate opportunities and develop solutions aligned with customer transformation initiatives.

• Develop a deep understanding of partner organizations, commercial structures, sales models, and routes to market.

• Identify customer requirements, evaluate gaps, and create new business opportunities through consultative engagement.

• Negotiate contracts and commercial business terms with strategic partners.

• Collaborate with marketing, sales engineering, and product management teams to achieve business targets and partner objectives.

• Represent the partner perspective internally and provide insight into partner needs, opportunities, and market dynamics.

• Lead executive-level engagements and strategic interlocks between partners and internal leadership.

• Conduct or support customer workshops focused on specific business and technology initiatives.

• Participate in sales events, public presentations, and executive engagements to strengthen partner relationships and market visibility.

• Drive long-term digital transformation opportunities involving cloud, open-source, and related technology stacks.

• Manage priorities independently and maintain disciplined execution in a fast-moving, high-performance environment.

• Travel internationally when required, with travel expected to reach up to 40% of the time.

Requirements:

• Bring extensive experience in alliance management, partner sales, indirect sales, or a closely related enterprise sales role.

• Demonstrate extensive knowledge of OpenStack, virtualization, containers, cloud technologies, and the broader Linux and cloud software ecosystem.

• Understand open-source commercial and selling models and how they apply to enterprise and partner-led opportunities.

• Have strong knowledge of Global System Integrators, including their organizational structures, sales models, and go-to-market approaches.

• Demonstrate the ability to capture customer requirements, evaluate technical or business gaps, and turn them into actionable opportunities.

• Possess strong commercial negotiation skills and the ability to manage complex business relationships.

• Be highly autonomous, disciplined, hands-on, and focused on delivering measurable results.

• Demonstrate excellent communication, presentation, relationship-building, and executive engagement skills.

• Be comfortable working with stakeholders ranging from technical teams and engineers to senior executives and C-suite leaders.

• Thrive in fast-paced, high-pressure environments with ambitious performance objectives.

• Demonstrate a strong interest in open-source technology and its role in enterprise transformation.

• Be willing and able to travel internationally, potentially up to 40% of the time.

• Be capable of collaborating effectively across geographically distributed teams and organizations.

Benefits:

• Globally distributed work environment.

• Opportunities to meet colleagues in person through team sprints held twice yearly.

• Personal learning and development budget of USD 2,000 per year.

• Annual compensation review.

• Performance-driven annual bonus or commission in addition to base compensation.

• Recognition rewards.

• Annual holiday leave.

• Maternity and paternity leave.

• Team Member Assistance Program and Wellness Platform.

• Opportunities to travel to new locations for company events and team collaboration.

• Priority Pass and travel upgrades for eligible long-haul company events.

• Opportunity to work with global partners and contribute to large-scale open-source, cloud, and digital transformation initiatives.

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