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Director/Senior Director, GSI Partnerships – North America
DevRevAustin, Texas, United StatesSenior10-15 years
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At DevRev, we're building the future of work with Computer – your AI teammate. Unlike traditional tools, Computer unifies all your data sources, tools, and workflows into a single AI-ready platform, giving employees real-time insights, proactive suggestions, and powerful agentic actions. It extends your existing software with AI-native apps and agents that work alongside your teams and customers – updating workflows, coordinating across teams, and eliminating repetitive work. We call this Team Intelligence: human-AI collaboration that breaks down silos, brings people back together, and frees you to solve bigger problems. Backed by Khosla Ventures and Mayfield with $150M+ raised, DevRev is trusted by global companies across industries.
Job overview
We are seeking an experienced GSI Partnership leader to own and grow DevRev's relationships with Global System Integrators (GSIs) across North America. This individual will be responsible for building deep, trust-based relationships with GSI practice leaders, driving joint pipeline generation, and executing Joint Go-to-Market (JGTM) motions that deliver measurable revenue impact. You will serve as the connective tissue between DevRev's product, sales, and marketing teams and our GSI partners' consulting, technology, and delivery organizations.
Key responsibilities
Relationship building & executive alignment
- Develop and maintain C-level and practice-level relationships across target GSIs in North America.
- Build joint business plans with each GSI partner, aligned on shared revenue targets, capability building, and customer outcomes.
- Serve as the primary point of contact and trusted advisor for GSI partner leadership on all DevRev-related initiatives.
- Orchestrate executive engagement programs including partner advisory councils, innovation workshops, and joint thought leadership.
Pipeline generation & revenue growth
- Drive measurable pipeline contribution through GSI-sourced and GSI-influenced opportunities.
- Co-develop account mapping and territory alignment strategies with GSI sales and delivery teams.
- Identify and activate new revenue streams through GSI consulting practices, managed services, and implementation arms.
- Build and track joint pipeline metrics, partner-sourced ARR, and influence attribution models.
Joint Go-to-Market (JGTM) execution
- Design, launch, and scale JGTM programs with each GSI partner including joint solutions, co-selling motions, and industry-specific offerings.
- Drive joint solution development around DevRev's agentic AI platform, ensuring GSI partners build certified practices and trained delivery teams.
- Coordinate joint marketing activities including webinars, industry events, case studies, and analyst engagements.
- Enable GSI partner teams through training, certification programs, and technical enablement on the DevRev platform.
Operational excellence
- Maintain a rigorous partner engagement cadence with regular QBRs, pipeline reviews, and executive steercos.
- Track and report on partner KPIs including pipeline contribution, deal registration, certifications, and customer success outcomes.
- Collaborate with DevRev's sales organization to ensure seamless co-sell motions and deal progression.
- Work cross-functionally with Product, Marketing, and Customer Success to align partner programs with company strategy.
Qualifications
Required
- 10–15+ years of experience in enterprise technology partnerships, alliances, or channel sales.
- 5–7+ years specifically managing GSI relationships at leading global consulting and technology firms.
- Proven track record of building, nurturing, and growing GSI partnerships from early-stage engagement to scaled revenue contribution.
- Demonstrated success in driving $10M+ in partner-sourced or partner-influenced pipeline annually.
- Deep understanding of GSI business models, practice economics, delivery methodologies, and partner incentive structures.
- Experience executing JGTM programs including joint solutions, co-selling, and partner enablement at scale.
- Strong executive presence with the ability to build trust and credibility at the SVP/C-suite level within GSI organizations.
- Experience in enterprise SaaS, AI/ML platforms, or adjacent technology categories.
Preferred
- Existing relationships with North America practice leaders at two or more major global GSIs.
- Experience with AI-native or agentic AI platforms and the ability to articulate value to GSI consulting and technology practices.
- Background in CRM, ITSM, developer tools, or customer experience technology ecosystems.
- MBA or equivalent business education.
- Experience building partner programs from 0→1 in a high-growth startup environment.
What success looks like
- Within 90 days: Joint business plans established with top 3–4 priority GSIs; executive relationships initiated at practice-leader level.
- Within 6 months: Active co-sell motions generating qualified pipeline; at least 2 GSIs with trained/certified DevRev delivery teams.
- Within 12 months: GSI-sourced pipeline contributing meaningfully to North America revenue targets; 5+ joint customer wins; scaled partner enablement programs in place.
Compensation & benefits
- Competitive base salary + performance-based variable compensation tied to partner-sourced pipeline and revenue targets.
- Equity participation.
- Comprehensive benefits including health, dental, vision, and 401(k).
- Flexible hybrid work arrangement (Dallas or NJ/NY metro).
DevRev is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.