{"id":1947345,"url":"https://alion.io/job/observe-ai-gsi-partner-lead","title":"GSI Partner Lead","company":{"id":2599,"name":"Observe.AI","domain":"observe.ai","url":"https://alion.io/company/observe-ai","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Bengaluru, India"],"countries":["IN"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":6,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":true}],"status":"live","first_seen_at":"2026-10-06T05:55:21Z","employer_posted_date":"2026-10-06","last_verified_at":"2026-10-27T13:21:35Z","board_verified":true,"closed_at":null,"days_open":21,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":21},"description":"About Us\nObserve.AI is the AI Agents platform for customer experience, designed to help organizations deliver faster, smarter, and more efficient customer service at scale. The platform enables businesses to deploy specialized AI agents that autonomously execute work across the full CX lifecycle-from handling customer conversations to supporting frontline teams and optimizing operations.\nEach AI agent is purpose-built for a specific role, equipped to understand context, make decisions, take action, and continuously improve outcomes. This allows organizations to increase resolution speed, elevate service quality, and reduce operational costs while empowering your frontline team to focus on higher-value work.\nBuilt on a CX-native foundation, Observe.AI works with 300+ global brands in Financial Services, Insurance, Healthcare and Consumer Services, including brands like DoorDash, Affordable Care, to improve customer satisfaction, boost productivity, and deliver consistent, scalable performance across every customer interaction.\nWhy Join Us\nAs a GSI Partner Lead at Observe.AI, you will play a hands-on role in building and scaling our Global System Integrator (GSI) partner ecosystem. This is an individual contributor role for a partnership professional who can operate in a 0→1 environment, build programs from the ground up, and turn strategic partnerships into measurable pipeline and revenue.\nYou will work closely with the leadership team across Strategic Alliances, Sales, Marketing, Product and Customer Success to establish relationships with leading GSIs, develop joint go-to-market motions, enable partner teams, and create the infrastructure required to scale the program.\nThis is not a traditional partner coordination role. We are looking for someone who can roll up their sleeves, create the playbook, engage directly with partners, solve problems independently, and build a repeatable GSI business.\nWhat You’ll Be Doing\nBuild & Scale GSI Partnerships\nBuild GSI partnerships from 0→1, including identifying target partners, developing relationships, defining engagement models and establishing joint business plans.\nDevelop and execute a GSI partner strategy aligned to Observe.AI's revenue and market expansion objectives.\nBuild relationships with senior stakeholders across GSIs such as Accenture, Infosys, Genpact, TCS, Wipro and similar global consulting and system integration organizations.\nIdentify opportunities to expand partner relationships across geographies, accounts and solution areas.\nEstablish the operating rhythm, governance, KPIs and processes required to scale the GSI program.\nDrive Joint Go-to-Market & Revenue\nDevelop joint GTM motions with GSI partners that generate qualified pipeline and revenue.\nIdentify target accounts and opportunities where the partner can influence, originate or accelerate Observe.AI business.\nWork closely with Sales teams to develop joint account strategies and drive partner-sourced and partner-influenced opportunities.\nBuild and execute partner enablement programs including sales training, product demonstrations, workshops and solution positioning.\nCreate partner-facing business cases, pitch materials, solution collateral and other assets required to activate the ecosystem.\nTrack partner pipeline, revenue contribution, engagement and other KPIs, using data to identify gaps and improve performance.\nBe Hands-On with Partners\nAct as a day-to-day business owner for assigned GSI relationships rather than relying on internal teams to execute partnership activities.\nConduct partner meetings, workshops, enablement sessions and business reviews.\nBe comfortable demonstrating products, explaining value propositions and helping partners position Observe.AI with their customers.\nProactively identify and remove blockers across Sales, Marketing, Product and other internal teams.\nBuild relationships across multiple levels of the partner organization, from practitioners and delivery teams to sales leaders and executives.\nBuild the Partnership Playbook\nDevelop repeatable frameworks for partner onboarding, enablement, opportunity identification, deal registration, pipeline tracking and joint business planning.\nEstablish dashboards and reporting to measure partner performance and ROI.\nDocument learnings and continuously improve the GSI engagement model.\nHelp define the broader channel strategy as the Observe.AI partner ecosystem scales.\nWhat You'll Bring To The Role\n6-10 years of experience in strategic partnerships, alliances, channel sales, business development or partner management.\nDemonstrated experience building a GSI, channel or strategic partner program from scratch, preferably in a startup, scale-up or high-growth technology company.\nProven experience working directly with Global System Integrators such as Genpact, Infosys, Cognizant, TCS, Wipro, Capgemini or similar organizations.\nA track record of converting partnerships into pipeline, revenue or measurable business outcomes.\nStrong understanding of partner-led GTM, co-selling, partner enablement, joint account planning and channel development.\nExperience creating partnership frameworks, playbooks, enablement programs and operating mechanisms rather than simply managing an established program.\nStrong commercial orientation with the ability to understand revenue targets, pipeline, partner contribution and business economics.\nExcellent communication, presentation and stakeholder management skills, with the confidence to engage with both operational teams and senior executives.\nStrong executive presence, professional body language and the ability to build credibility quickly with external partners.\nHands-on, self-starter mindset with a strong bias toward action and the ability to unblock yourself without depending heavily on other teams.\nComfortable operating in ambiguity and building structure where processes do not yet exist.\nDemonstrated grit, resilience and ownership, with a strong desire to build and win.\nExperience in AI, SaaS, CCaaS, Contact Center, Conversational AI or enterprise technology is strongly preferred.\nWillingness to travel as required for partner meetings, customer engagements and industry events.\nPerks & Benefits\nComprehensive medical insurance coverage for self and family, including free online doctor consultations and additional wellness benefits\nAccidental insurance and group term life insurance coverage\nPrivilege and sick leave in line with applicable statutory norms\nGenerous national and festive holidays, along with well-defined parental leave policies\nAnnual Learning & Development allowance to support continuous professional growth\nRewards and recognition programs designed to encourage and celebrate high performance\nRegular team and culture-building events across the organization\nFlexible benefits for tax optimisation, including meal cards, provident fund, and other options\nOur Commitment to Inclusion and Belonging\nObserve.AI is an Equal Employment Opportunity employer that proudly pursues and hires a diverse workforce. Observe AI does not make hiring or employment decisions on the basis of race, color, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender identity, sexual orientation, disability, age, military or veteran status, or any other basis protected by applicable local, state, or federal laws or prohibited by Company policy. Observe.AI also strives for a healthy and safe workplace and strictly prohibits harassment of any kind.\nWe welcome all people. We celebrate diversity of all kinds and are committed to creating an inclusive culture built on a foundation of respect for all individuals. We seek to hire, develop, and retain talented people from all backgrounds. Individuals from non-traditional backgrounds, historically marginalized or underrepresented groups are strongly encouraged to apply.\nIf you are ambitious, make an impact wherever you go, and you're ready to shape the future of Observe.AI, we encourage you to apply. 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