About our client
Our client is a global digital solutions company with over 13,000 employees working across client projects in Europe, the USA, the Middle East and APAC regions. They are a recognised global leader in Information Technology that advises and provides cutting-edge technology to reveal, transform, accelerate, and optimise how enterprises and software companies do business.
Their mission is to enable talented people to change the world for the better. They understand that the best way to build their future is to help you build yours. A key to their success is their Diversity, Equity and Social Responsibility toward clients, partners, communities, our planet, and each other.
Position overview
This role requires an individual to help onboard and engage with GSI Commercial, Enterprise and Global segment Executive Leadership teams regularly operating at CxO, Partner, and MD levels across all verticals.
As a GSI PDM, you will own and deliver their strategy to build mind share, awareness and pipeline demand, focusing on their DNA and customer obsession to drive greater value from these partnerships. You will drive top-line revenue growth and overall end-customer adoption in line with their leadership principle of delivering results.
Focus areas
- Effectively engage C & SVP level business and technical executives within named GSIs to gain top-down sponsorship to onboard and establish partnerships.
- Ensure all partnership-related paperwork is in place to allow commercial transactions.
- Leverage executive partner relationships to build trust with leadership & accelerate strategic enterprise opportunities
- Build and own the strategic plan for the account globally to drive business growth objectives and outcomes.
- Achieve goals and strategic objectives, including revenue, pipeline, training and repeatable solutions
- Drive industry vertical plays and business transformation initiatives with enterprise customers to deliver high-quality customer outcomes
- Build programs to execute worldwide in partnership with their regional hard line/matrix model and in collaboration with all supporting functions such as ISV, enablement, and training.
- Develop and execute detailed joint Worldwide account business plans, which have been agreed and signed off with the GSI.
- Define key stakeholders in-region & in-country and pro-actively manage the cadence with country leadership teams & their peers in the GSI
- Own all partner cadence for internal/external QBRs. Ensure ownership is held on reviews and follow-on actions/activities.
- Become a trusted member of the sales team and coach partners on best practices to drive successful sales outcomes.
- Manage complex contract negotiations and serve as liaison to the legal group.
Experience
- 10+ years working with/for a Global Systems Integrator/s
- 10+ years experience in enterprise sales, business development and program management for GSI’s
- Experienced in leading and operating within cross-functional / highly matrixed country, region and global teams to deliver sales, business development, and campaigns on tight deadlines
- Have an established network within the GSI community that you can leverage to ensure a fast start
- Be well-versed in the complexity of onboarding and scaling them into a GSI.
What they offer
Our client cares deeply about their people and is proud to have earned a position and have been recognised in the top 5% of Technology employers. They strive to provide their associates with the best professional and career development opportunities with tools to help balance professional and personal life. Their benefits packages are competitive and comprehensive, with generous medical, dental, life, leave and savings plans, among other perks.
