GSI Client Director - India

Key Responsibilities

Partner Strategies

• Create and execute a GSI engagement strategy aligned with Sonar’s global objectives. Win new Alliance Agreements and develop existing ones to drive innovation, revenue and customer success
• Structure transformative alliance deals, drive joint value through technology integrations, co-innovation, and ecosystem partnerships

Go-to-Market Leadership

• Lead partner sales motions, solution POCs and limited Pilots that use Sonar’s suite of tools. Drive joint pre-sales trainings, marketing initiatives, industry and GSI specific events to accelerate ecosystem visibility and pipeline development
• Collaborate with sales, product, and marketing teams to ensure alignment on GSI initiatives and pipeline development.
• Facilitate sales team interlocks for joint opportunity pursuits

Executive Engagement

• Leverage existing connections and build new ones with C-suite, Managing Directors & Practice Leadership within the GSIs headquartered in India. Represent Sonar at in region advisory boards, partner councils and executive forums

Ecosystem Development

• Enable GSIs through certifications, training and solution value sales readiness programs
• Foster innovation in AI, cloud and industry specific applications development
• Spearhead global initiatives to supercharge software engineering organizations with autonomous AI agents, actionable code intelligence towards software modernization with high quality and security at speed. By driving value, accelerate growth and market expansion, leading to significant ROI of GSIs and joint-customers.

Performance Management

• Track partner objectives and milestones, pipeline growth. Report progress to leadership. Adjust engagement models as market dynamics dictate

Key Requirements

• 10+ years of experience in partner management, business development or channel leadership within the DevOps, Security, Agentic AI, or digital transformation areas with a primary focus on GSIs
• Deep understanding of the GSI ecosystem, business models and joint solution development
• Proven experience leading and developing global GSI partnerships with a strong track record of success
• Exceptional mulit-discipline leadership skills with the ability to influence and align internal and external stakeholders
• A demonstrated history of driving substantial revenue through partner channels and effectively closing intricate deals.
• Existing executive and practice/delivery leadership relationships with the India headquartered GSIs is required…