Uniphore
Director, GSI Partnerships
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About the Role
Uniphore is seeking Director, GSI Partnerships to build and scale our strategic relationships with Global System Integrators (GSIs) and top-tier consulting enterprises. This is a hands-on revenue role for a seasoned enterprise alliance leader who has sold AI and data platforms into — and alongside — GSIs, not just services through them. You will own the GSI partnership strategy end-to-end across sell-to, sell-through, and sell-with motions, personally activating and closing joint opportunities while leading a small, high-performing team.
What You'll Do
- Define and execute Uniphore's global GSI partnership strategy, building the playbook, operating rhythm, and engagement model from the ground up
- Own sell-to, sell-through, and sell-with motions with top-tier GSIs (e.g., Accenture, Deloitte, Infosys, TCS, Wipro, Capgemini, EY, KPMG, Cognizant) personally driving deals while enabling your team to scale alongside you
- Build and maintain CXO-level relationships within GSI organizations, securing executive sponsorship, joint investments, and long-term strategic commitments
- Develop joint go-to-market plans and joint business plans with each strategic GSI, including co-sell targets, pipeline goals, and field activation strategies
- Drive the creation of joint IP, vertical solution accelerators, that embed Uniphore's AI platform into GSI service offerings and practices
- Align GSI partner activities tightly with Uniphore's regional field sales organization to maximize sourced and influenced pipeline
- Lead and mentor a team of 2+ partnership professionals, carrying a team quota exceeding $5M, while remaining deeply hands-on in partner execution
- Establish QBRs, pipeline reviews, and partner scorecards, own accurate forecasting against revenue targets
- Collaborate cross-functionally with Sales, Product, Marketing, and Customer Success to ensure seamless GSI integration into Uniphore's growth engine
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What We're Looking For
Required Experience
- 10+ years in strategic alliance management, partner sales, or GSI relationship management within enterprise software, SaaS, or AI/data platforms
- Proven background selling AI and/or data products/platforms
- At least 5 years of direct experience selling to or through GSIs or top-tier consulting enterprises (e.g., Accenture, Deloitte, McKinsey, TCS, Infosys, Capgemini)
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Skills & Competencies
- Deep understanding of GSI business models and how to build sell-to, sell-through, and sell-with motions that drive mutual revenue
- Proven ability to create and execute joint business plans, joint IP frameworks, and solution accelerators with GSI partners
- Experience building and enabling GSI practice areas
- Builder mentality: ability to create programs, frameworks, and partnerships from scratch rather than inheriting a mature function
- Excellent forecasting discipline and experience managing partner pipeline in a CRM
- Strong commercial and financial acumen — able to structure joint business models, co-investment frameworks, and revenue-sharing agreements
- Bachelor's degree required; MBA or advanced degree preferred
Location preference:
UK - London
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