Director, Global Systems Integrators (GSI)
The Director, Global Systems Integrators (GSI) is a GTM leader responsible for driving strategic partnerships and business growth with top-tier GSIs.This role will lead our strategy, develop executive-level relationships, and ensure successfulSDLC platform integrations & joint go-to-market initiatives that maximize revenue, partner engagement, and customer success.This role will be based in India.The ideal candidate will have a proven track record of working with tier one GSIs, integrating software into SDLC & CI/CD frameworks that benefit application/data modernization and software/platform development.
Additionally, experience building successful joint go-to-market initiatives that maximize revenue, partner engagement and customer success is required.
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
- Location: India
- Education: Bachelor's Degree Required
We value diversity, equity, and inclusion
At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
If you need any accommodation, please reach out to us at hiring@sonarsource.com.
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
We do not currently support visa candidates in the US.
Applications that are submitted through agencies or third party recruiters will not be considered.
Director, Global Systems Integrators (GSI)
The Director, Global Systems Integrators (GSI) is a GTM leader responsible for driving strategic partnerships and business growth with top-tier GSIs.This role will lead our strategy, develop executive-level relationships, and ensure successfulSDLC platform integrations & joint go-to-market initiatives that maximize revenue, partner engagement, and customer success.This role will be based in India.The ideal candidate will have a proven track record of working with tier one GSIs, integrating software into SDLC & CI/CD frameworks that benefit application/data modernization and software/platform development.
Additionally, experience building successful joint go-to-market initiatives that maximize revenue, partner engagement and customer success is required.
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
- Location: India
- Education: Bachelor's Degree Required
We value diversity, equity, and inclusion
At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
If you need any accommodation, please reach out to us at hiring@sonarsource.com.
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
We do not currently support visa candidates in the US.
Applications that are submitted through agencies or third party recruiters will not be considered.
