Channel Manager - GSI Partnerships

The Role

We are seeking an experienced Channel Manager with deep expertise in building, managing, and growing GSI partnerships. This individual will be responsible for developing and executing strategies that drive revenue growth, expand market presence, and accelerate joint go-to-market initiatives. The ideal candidate has at least 10 years of experience working directly within partner ecosystems and possesses a strong background in Customer Experience (CX), digital transformation, and enterprise technology solutions.

Key Responsibilities

Strategic Alliance Management

• Own and grow executive-level relationships within assigned partners.
• Develop and execute alliance strategies that drive pipeline generation, bookings, and revenue growth.
• Create and manage joint business plans, quarterly reviews, and strategic growth initiatives with both partners.
• Identify and cultivate new opportunities across consulting, cloud transformation, customer experience, AI, and digital modernization initiatives.

Go-to-Market Leadership

• Build and execute joint go-to-market programs with partner sales, solution, and industry teams.
• Drive co-selling motions and coordinate field engagement across partner and internal sales organizations.
• Collaborate with marketing teams to develop joint campaigns, events, thought leadership, and demand generation programs.
• Ensure alignment between partner priorities and company growth objectives.

Customer Experience (CX) Expertise

• Leverage deep CX industry knowledge to identify opportunities within customer service, contact center, customer engagement, CRM, digital experience, and AI-powered customer interactions.
• Position solutions effectively within enterprise CX transformation initiatives.
• Partner with solution, product, and delivery teams to develop compelling value propositions for joint customers.

Executive Relationship Management

• Establish trusted advisor relationships with senior stakeholders across assigned partners.
• Engage with partner executives, practice leaders, alliance managers, and sales teams to drive strategic initiatives.
• Represent the company at partner events, executive briefings, industry conferences, and customer meetings.

Pipeline & Revenue Management

• Build and maintain a robust partner-generated pipeline.
• Track and report alliance performance metrics including sourced opportunities, influenced revenue, certifications, and partner engagement activities.
• Forecast partnership-driven revenue and ensure achievement of annual growth targets.

Required Qualifications

• Bachelor's degree in Business, Marketing, Technology, or a related field.
• 10+ years of experience managing strategic partnerships.
• Proven track record of driving measurable revenue growth through alliance and channel partnerships.
• Experience managing GSI partnerships
• Strong understanding of partner programs, ecosystems, funding mechanisms, and co-sell motions.
• Demonstrated success developing and executing joint business plans and strategic partner initiatives.
• Strong knowledge of Customer Experience (CX) technologies and transformation programs.
• Experience working with enterprise software, cloud services, SaaS, AI, digital transformation, or consulting services.
• Excellent executive communication, presentation, negotiation, and relationship-building skills.

Preferred Qualifications

• Experience with contact center, CRM, customer engagement, or digital experience platforms.
• AWS certifications and/or cloud alliance management experience.
• Experience collaborating with global systems integrators (GSIs) and large consulting organizations.
• Familiarity with AI, automation, analytics, and customer service technologies.

Success Metrics

• Partner-sourced and partner-influenced revenue growth.
• Expansion of executive relationships within assigned partners
• Joint pipeline creation and conversion rates.
• Growth in co-sell opportunities and strategic account penetration.
• Successful execution of joint go-to-market initiatives and marketing programs.
• Increased visibility and market presence within assigned partners ecosystems.