Senior Partner Sales Manager - Global System Integrator (GSI)

Accountabilities:: You will own strategic partner relationships and help drive joint business development, sales execution, and long-term growth with Global System Integrators. Build and maintain strategic relationships with GSI partners across multiple organizational levels. Increase adoption of open source, Linux, cloud, and related solutions within partner organizations and customer engagements. Manage partner opportunities throughout the sales cycle and help identify, develop, and close new business opportunities. Negotiate contracts, commercial agreements, and business terms with strategic partners. Develop a deep understanding of partner organizations, sales structures, and GSI business models. Work closely with marketing, sales engineering, product management, and regional sales teams to achieve shared targets. Represent partner needs internally and provide feedback that can inform product, sales, and go-to-market strategies. Lead executive-level engagements and strategic interlocks between partners and senior leadership. Conduct customer workshops focused on digital transformation initiatives and technology opportunities. Attend sales events, deliver presentations, and act as a technical and commercial advocate for the partnership. Travel internationally as needed, potentially up to 40% of the time. Requirements: You should bring substantial experience in partner, alliance, or indirect sales, combined with strong knowledge of cloud technologies and the ability to navigate complex enterprise relationships. Extensive professional experience in alliance management, partner sales, or indirect sales. Strong experience working with Global System Integrators and understanding their sales and delivery models. Extensive knowledge of OpenStack, virtualization, containers, cloud platforms, and related technologies. Strong understanding of Linux, open source technologies, and open source commercial models. Proven ability to identify customer requirements, evaluate gaps, and create new business opportunities. Strong commercial skills, including experience negotiating contracts and business terms. Ability to build trusted relationships with stakeholders ranging from technical teams to C-level executives. Excellent communication, presentation, negotiation, and stakeholder management skills. Autonomous, disciplined, hands-on approach with a strong focus on execution and results. Ability to operate effectively in fast-paced, high-pressure environments with ambitious goals. Strong organizational skills and the ability to manage multiple partner initiatives simultaneously. Passion for open source technology and enthusiasm for helping organizations adopt modern Linux and cloud solutions. Willingness and ability to travel internationally, potentially up to 40% of the time. Benefits: Competitive compensation based on location, experience, and performance. Performance-driven annual bonus or commission. Fully distributed, home-based work environment. Twice-yearly in-person team sprints and company events. USD 2,000 annual personal learning and development budget. Annual compensation review. Recognition and performance rewards. Annual holiday leave. Maternity and paternity leave. Team Member Assistance Program and Wellness Platform. Opportunities to travel to new locations and meet colleagues around the world. Priority Pass and travel upgrades for eligible long-haul company events. Opportunity to work with global partners and participate in strategic technology and digital transformation initiatives.