Director/Senior Director of GSI Partnerships (North America)

Join DevRev as the Director/Senior Director of GSI Partnerships for North America. In this role, you will be responsible for building and growing relationships with Global System Integrators (GSIs), driving joint pipeline generation, and executing Joint Go-to-Market (JGTM) motions. You will serve as the primary point of contact for GSI partner leadership and will work closely with DevRev's product, sales, and marketing teams. Key responsibilities include relationship building, pipeline generation, JGTM execution, and operational excellence. Success in this role will be measured by the establishment of joint business plans, active co-sell motions, and meaningful contributions to North America revenue targets.

• Establish and maintain C-level and practice-level relationships with target Global System Integrators (GSIs) in North America.
• Drive measurable pipeline contribution through GSI-sourced and GSI-influenced opportunities, and co-develop account mapping and territory alignment strategies.
• Design, launch, and scale Joint Go-to-Market (JGTM) programs with each GSI partner, including joint solutions, co-selling motions, and industry-specific offerings.
• Experience executing JGTM programs including joint solutions, co-selling, and partner enablement at scale
• Deep understanding of GSI business models, practice economics, delivery methodologies, and partner incentive structures
• 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
• 5–7+ years specifically managing GSI relationships at leading global consulting and technology firms
• 10–15+ years of experience in enterprise technology partnerships, alliances, or channel sales
• 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
• 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
• Experience building partner programs from 0→1 in a high-growth startup environment
• MBA or equivalent business education