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Account General Manager – Global System Integrators (GSI)
Location
EMEA
Role Overview
The AGM – Global System Integrators (GSI) will be responsible for managing and expanding strategic partnerships with global system integrators such as Accenture, DXC, NTT and the likes. The role focuses on driving joint go-to-market (GTM) strategies, revenue growth, partner enablement, and executive relationship management across regions.
Key Responsibilities
GSI Partnership Strategy & Growth
- Develop a joint value proposition and execute the GSI engagement strategy aligned with business objectives.
- Identify, onboard, and manage strategic GSIs globally to expand market reach.
- Drive joint business planning and define revenue targets with partners.
- Build long-term alliances to accelerate solution adoption and co-innovation.
Revenue & Pipeline Management
- Own revenue targets sourced through GSI channels.
- Build and manage a strong joint pipeline across regions (North America, EMEA, APAC, etc.).
- Track performance metrics, forecasting, and pipeline health.
- Identify new business opportunities, cross-sell/upsell initiatives with GSIs.
Executive Relationship Management
- Establish strong relationships with key stakeholders (CXOs, Partner Directors, Alliance Heads).
- Act as a single point of contact/escalation for GSI-related engagements.
- Conduct regular executive reviews, QBRs (Quarterly Business Reviews), and steering committees.
- Establish the baseline of the 360° corporate relationship
Go-To-Market (GTM) & Co-Selling
- Define and execute joint GTM programs, campaigns, and co-selling initiatives.
- Collaborate with sales, marketing, and product teams to position joint solutions and / or specific account related initiatives.
- Develop industry-specific offerings and use cases with GSIs.
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Partner Enablement & Governance
- Drive enablement programs including training, certifications, and onboarding.
- Ensure partners are equipped with product knowledge, tools, and resources.
- Establish governance frameworks for engagement, reporting, and conflict resolution.
Cross-Functional Collaboration
- Work closely with internal teams: Sales, Pre-sales, Marketing, Product, Delivery.
- Align internal stakeholders to deliver successful joint engagements.
- Facilitate smooth execution of joint deals and delivery programs.
Market Intelligence & Innovation
- Monitor market trends, competitor partnerships, and emerging ecosystems.
- Understand alliance ecosystem (cloud providers, ISVs, consulting firms).
- Drive innovation initiatives such as joint solution accelerators.
Key Skills & Competencies
- Strong understanding of GSI ecosystem and partner business models
- Strategic thinking with proven ability to drive revenue growth
- Excellent stakeholder management and executive communication skills
- Strong negotiation and influencing skills
- Deep knowledge of enterprise IT services, digital transformation, AI
Qualifications & Experience
- MBA / Bachelor’s degree in Engineering, Business, or related field
- 10–18 years of experience in alliances, partner management, or enterprise sales
- Proven experience working with global system integrators
- Demonstrated track record of meeting/exceeding revenue targets through partnerships
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Performance Metrics (KPIs)
- GSI-led revenue and pipeline growth
- Closed Total Contract Value in the Half and Year
- Growth Margin
Preferred Experience
- Experience in industries like IT services, SaaS, Cloud, or Consulting
- Exposure to hyperscalers (Microsoft, AWS, Google Cloud) ecosystem
- Strong global exposure managing multi-region alliances
Leadership Expectations
- Ability to lead without authority across global teams
- Strong problem-solving and decision-making skills
- Demonstrated capability to influence at senior leadership levels
Job
Sales
Schedule
Full time
Shift
No shift premium (United Kingdom)
Travel
Relocation
Equal Opportunity Employer (EEO)
HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).
Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.
For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"
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