Verified Job
Retail / Counter Sales
GSI Sales Partner -
Retail / Counter Sales
#667577
Remote / WFH
Job Description
Key Responsibilities
• Named Account & GSI Relationship Ownership
• Own and drive named GSI accounts, with full responsibility for revenue, pipeline, and partner engagement.
• Build and manage deep, multi-level relationships within GSIs, including alliance leaders, practice heads, delivery leaders, sourcing teams, and account leadership.
• Establish and expand entry points within GSIs, strengthening influence across India and global stakeholder groups.
• Maintain a relationship heatmap across GSIs, covering India leadership, global practice leaders, account directors, and COEs.
• Act as the single-point sales owner for all commercial and strategic engagements with assigned GSIs.
• Pipeline Generation & Deal Orchestration
• Drive sell-through and sell-to opportunities with strong emphasis on sell-through deal motions via GSIs.
• Participate in global sales motions, working closely with SHI global sales teams to build, qualify, and close enterprise opportunities.
• Run joint account planning with SHI global account teams to identify pursuits within top enterprise customers.
• Own opportunity qualification using structured frameworks, ensuring alignment across SHI, GSIs, and OEM partners.
• Drive deals through the entire sales lifecycle, from opportunity identification to closure.
• Bid Management & Commercial Ownership
• Support bid management activities, including RFPs, RFQs, and proposal responses.
• Coordinate solutioning, commercials, and stakeholder inputs to deliver high-quality, compliant submissions.
• Own deal structuring, pricing alignment, and commercial discussions in collaboration with internal stakeholders.
• Joint Go-To-Market (GTM) & Partner Growth
• Drive joint GTM initiatives with GSIs, focused on pipeline creation and revenue growth.
• Support co-marketing and demand-generation activities such as partner-led events, customer meetings, roadshows, and executive engagements.
• Work closely with internal stakeholders to align India and global GTM priorities with GSI partners.
• Solution & Domain Exposure (Sales Context)
Candidates should have sales exposure across one or more of the following domains:
• Device-centric solutions
• Data-centric platforms
• Security-centric offerings
• IT Infrastructure solutions
• Cloud-centric architectures
(Hands-on solutioning is not required; focus is on sales-led conversations and deal ownership.)
Additional Expectations
• This role is part of the global sales ecosystem and requires close collaboration with international teams and stakeholders.
• The role requires a professional who can deliver impact from day one, with strong ownership and minimal dependency on the team.
• Strong understanding of SI-led selling models, partner ecosystems, and alliance-driven revenue motions is essential
• Named Account & GSI Relationship Ownership
• Own and drive named GSI accounts, with full responsibility for revenue, pipeline, and partner engagement.
• Build and manage deep, multi-level relationships within GSIs, including alliance leaders, practice heads, delivery leaders, sourcing teams, and account leadership.
• Establish and expand entry points within GSIs, strengthening influence across India and global stakeholder groups.
• Maintain a relationship heatmap across GSIs, covering India leadership, global practice leaders, account directors, and COEs.
• Act as the single-point sales owner for all commercial and strategic engagements with assigned GSIs.
• Pipeline Generation & Deal Orchestration
• Drive sell-through and sell-to opportunities with strong emphasis on sell-through deal motions via GSIs.
• Participate in global sales motions, working closely with SHI global sales teams to build, qualify, and close enterprise opportunities.
• Run joint account planning with SHI global account teams to identify pursuits within top enterprise customers.
• Own opportunity qualification using structured frameworks, ensuring alignment across SHI, GSIs, and OEM partners.
• Drive deals through the entire sales lifecycle, from opportunity identification to closure.
• Bid Management & Commercial Ownership
• Support bid management activities, including RFPs, RFQs, and proposal responses.
• Coordinate solutioning, commercials, and stakeholder inputs to deliver high-quality, compliant submissions.
• Own deal structuring, pricing alignment, and commercial discussions in collaboration with internal stakeholders.
• Joint Go-To-Market (GTM) & Partner Growth
• Drive joint GTM initiatives with GSIs, focused on pipeline creation and revenue growth.
• Support co-marketing and demand-generation activities such as partner-led events, customer meetings, roadshows, and executive engagements.
• Work closely with internal stakeholders to align India and global GTM priorities with GSI partners.
• Solution & Domain Exposure (Sales Context)
Candidates should have sales exposure across one or more of the following domains:
• Device-centric solutions
• Data-centric platforms
• Security-centric offerings
• IT Infrastructure solutions
• Cloud-centric architectures
(Hands-on solutioning is not required; focus is on sales-led conversations and deal ownership.)
Additional Expectations
• This role is part of the global sales ecosystem and requires close collaboration with international teams and stakeholders.
• The role requires a professional who can deliver impact from day one, with strong ownership and minimal dependency on the team.
• Strong understanding of SI-led selling models, partner ecosystems, and alliance-driven revenue motions is essential
