Senior Partner Sales Manager - Global System Integrator (GSI)

The Senior Partner Sales Manager will drive strategic growth through relationships with Global System Integrators and their sales organizations. You will help partners develop and advance opportunities centered on open-source, Linux, cloud, and digital transformation technologies. The role combines alliance management, enterprise selling, commercial negotiation, executive engagement, and technical solution positioning. You will work across partner sales cycles to increase market presence, identify opportunities, and build long-term technology partnerships. Success will require strong collaboration with sales engineering, marketing, product teams, and senior leadership to deliver measurable business outcomes. You will engage stakeholders from engineering teams through C-suite executives and may lead customer workshops, sales events, and executive discussions. This is an internationally oriented opportunity for an autonomous sales leader who thrives in a distributed, fast-paced, and highly ambitious environment. Accountabilities:

• Build and maintain strategic relationships with Global System Integrators and key stakeholders across their organizations.
• Strengthen partner adoption and long-term engagement with open-source, Linux, cloud, and related technology solutions.
• Work closely with partners throughout sales cycles to facilitate opportunities and develop solutions aligned with customer transformation initiatives.
• Develop a deep understanding of partner organizations, commercial structures, sales models, and routes to market.
• Identify customer requirements, evaluate gaps, and create new business opportunities through consultative engagement.
• Negotiate contracts and commercial business terms with strategic partners.
• Collaborate with marketing, sales engineering, and product management teams to achieve business targets and partner objectives.
• Represent the partner perspective internally and provide insight into partner needs, opportunities, and market dynamics.
• Lead executive-level engagements and strategic interlocks between partners and internal leadership.
• Conduct or support customer workshops focused on specific business and technology initiatives.
• Participate in sales events, public presentations, and executive engagements to strengthen partner relationships and market visibility.
• Drive long-term digital transformation opportunities involving cloud, open-source, and related technology stacks.
• Manage priorities independently and maintain disciplined execution in a fast-moving, high-performance environment.
• Travel internationally when required, with travel expected to reach up to 40% of the time.

• Bring extensive experience in alliance management, partner sales, indirect sales, or a closely related enterprise sales role.
• Demonstrate extensive knowledge of OpenStack, virtualization, containers, cloud technologies, and the broader Linux and cloud software ecosystem.
• Understand open-source commercial and selling models and how they apply to enterprise and partner-led opportunities.
• Have strong knowledge of Global System Integrators, including their organizational structures, sales models, and go-to-market approaches.
• Demonstrate the ability to capture customer requirements, evaluate technical or business gaps, and turn them into actionable opportunities.
• Possess strong commercial negotiation skills and the ability to manage complex business relationships.
• Be highly autonomous, disciplined, hands-on, and focused on delivering measurable results.
• Demonstrate excellent communication, presentation, relationship-building, and executive engagement skills.
• Be comfortable working with stakeholders ranging from technical teams and engineers to senior executives and C-suite leaders.
• Thrive in fast-paced, high-pressure environments with ambitious performance objectives.
• Demonstrate a strong interest in open-source technology and its role in enterprise transformation.
• Be willing and able to travel internationally, potentially up to 40% of the time.
• Be capable of collaborating effectively across geographically distributed teams and organizations.

• Globally distributed work environment.
• Opportunities to meet colleagues in person through team sprints held twice yearly.
• Personal learning and development budget of USD 2,000 per year.
• Annual compensation review.
• Performance-driven annual bonus or commission in addition to base compensation.
• Recognition rewards.
• Annual holiday leave.
• Maternity and paternity leave.
• Team Member Assistance Program and Wellness Platform.
• Opportunities to travel to new locations for company events and team collaboration.
• Priority Pass and travel upgrades for eligible long-haul company events.
• Opportunity to work with global partners and contribute to large-scale open-source, cloud, and digital transformation initiatives.