GSI Director - AI

Description

GSI Director - AI

Location:
Remote, USA

Employment Type:
Full-Time

Compensation Range: $ - $ (range applies to US candidates only)+ Benefits/Variable Comp/Equity - Range may vary based on experience.

Benefits Offered:
Vision, Medical, Life, Dental, 401K

Summary

The Director of GSI Alliances - AI is responsible for driving Global System Integrator account engagement and delivering on partner-related sales metrics in North America, centered around our AI & Operational Analytics (OA) portfolio of products. This role serves as the primary GSI sales contact for their region's field teams and is responsible for executing processes and engagement models that promote GSI field execution, skill development, and solution delivery.

The GSI Director - AI develops internal relationships with Account Executives, Solution Engineers (SEs), and Customer Success Managers (CSMs), to build trusted relationships with partners, and ensure coordinated and consistent execution with those partners within the region. This role will also build trusted relationships externally within the partner ecosystem to provide our Sales teams with a high degree of partner leverage.

Primary Duties and Responsibilities

• Stakeholder alignment - Gain alignment with AEs/SEs/CSMs and other supporting organizations within the region to promote GSI engagement and execution at the tactical level and remove friction from partner interactions.
• Sales Team information exchange and education - Disseminate key information about our GSI partner ecosystem to the regional Sales Team, coach the AEs how to effectively work with GSI partners and how to Account Plan specific to Sensible
  
  AI.
• Foster GSI interest and commitment through structured account planning and joint value proposition development, measure by new account team activation, member firm, or industry and the associated pipeline + closed won bookings specific to Sensible
  
  AI.
• Build, enable & execute the GSI sales playbook that creates a repeatable/consistent selling experience, aligned to mutual goals, enabling One Stream sellers to consistently win with GSIs while creating a differentiated experience for the partner.
• Ensure territory mapping/planning and joint account reviews take place between AEs/Sales managers and their GSI counterparts leveraging the GSI sales playbook. Build consistent process for GSI Sensible
  
  AI pipeline management at all stages of the sales funnel.
• Generate net-new opportunities through joint field engagement and account planning and empower partners to generate new opportunities on their own.

Required Education and Experience

• 10+ years of experience in partner management, business development, or a related role.
• 5+ years of industry experience in EPM/CPM, business intelligence, AI, and/or analytics working closely with GSI or Advisory firms.
• Direct experience of successful co-selling with or for GSI or Advisory firms.
• Mastery of account planning, co-selling, and building joint value propositions with strategic professional services partners.
• Change management specific to sales process adaptation to accommodate selling with GSI partners.
• Familiarity with corporate, enterprise, or financial planning, consolidation, and management systems (One Stream, Hyperion Financial Management, SAP, etc.).

Preferred Education and Experience

• Bachelor's degree in fields such as (but not limited to) Accounting, Business, Economics, Finance, Information Systems or equivalent work experience.

Knowledge, Skills, and Abilities

• Managing multiple stakeholders with unique motivations, consensus building.
• Ability to influence and sell GSI partners on the differentiated value of the One Stream platform.
• Ability to influence and sell AEs on the differentiated value of supporting & recommending GSIs within their clients/prospects.
• Ability to clearly define and logically resolve complex problems.
• Strong organization skills to effectively manage pipeline and account planning activities with GSI partners.
• Ability to multi-task and prioritize ongoing activities based on importance.
• Comfortable speaking and leading presentations in front of audiences and corporate leadership with advising support.
• Quick learner who can…