5-8 years in B2B SaaS partner sales, alliance management, or channel development with accountability for pipeline and revenue.
Proven record of driving and managing complex GSI relationships.
In-depth knowledge of GSI practice structures and vendor partnership evaluations.
Strong commercial acumen to independently qualify opportunities and structure co-selling strategies.
Executive presence to lead discussions at high levels within GSI organizations.
Organized with a meticulous approach to pipeline management and deal attribution.
Excellent communication skills to distill market intelligence into actionable insights.
Responsibilities
Own the entire commercial lifecycle for strategic GSI accounts, from planning to revenue closure.
Develop and maintain joint business plans defining target industries and co-sell goals with partners.
Independently qualify and progress complex sales opportunities without senior involvement.
Proactively generate new pipeline within assigned accounts by identifying new client segments.
Ensure accurate maintenance of Salesforce pipeline records and partner lead attributions.
Build and maintain senior-level relationships within GSI partners, enhancing Syndigo’s embedded presence.
Synthesizing and delivering competitive insights and strategic input to senior leadership.
Benefits
Competitive health insurance benefits offering for full-time U.S. employees.
Paid time off (PTO) and volunteer time off.
Employer-funded short- and long-term disability insurance.
Parental and adoption leave support.
401(k) retirement savings plan with employer contributions.
Tuition reimbursement for continued education.
Full Job Description
**This is a hybrid position that requires 2 days per week in office at our Chicago location**
The Partners GSI Director owns Syndigo's most strategically significant GSI relationships. This is a senior commercial role - not a scaled-up PM. The Director operates with near-full autonomy on their assigned accounts: running joint business planning cycles, advancing multi-practice co-sell motions, qualifying and progressing complex opportunities, and building the executive-level GSI relationships that generate a durable, repeatable pipeline.
HOW WE'LL BE WINNING TOGETHER DAY TO DAY
Account Strategy & Commercial Execution
Own the full commercial lifecycle for assigned strategic GSI accounts - from joint business planning and relationship development through opportunity qualification, co-sell execution, and closed revenue.
Build and maintain annual joint business plans with each assigned GSI partner: defining target industries, co-sell motions, shared pipeline goals, enablement needs, and mutual success criteria.
Qualify and advance opportunities independently - assessing partner-sourced leads against PQL/SQL and ICP criteria, structuring the co-sell approach, and progressing deals with Sales without requiring Sr. Director involvement on each step.
Drive pipeline generation proactively within assigned accounts - identifying new practice areas, client segments, and joint solution opportunities rather than waiting for inbound partner activity.
Maintain Salesforce pipeline records, deal registrations, and PRM attribution for assigned accounts with executive-grade accuracy; ensure every partner-sourced lead is properly registered and attributed before reaching the Sales team.
Partner Relationship Leadership
Own senior-level relationships within assigned GSI partner organizations - including practice leads, alliance managers, and delivery principals. Build coverage wide enough that Syndigo is embedded in how these partners think about their commerce and PXM practice.
Run a rigorous QBR and joint planning cadence for assigned accounts - setting the agenda, leading the conversation, owning outputs, and holding both sides accountable to agreed next steps.
Develop Syndigo's positioning within each GSI's internal ecosystem: how we are trained, referenced, and introduced to client opportunities. Work to become the default recommendation in relevant practice conversations.
Identify and develop relationships with new contacts within assigned GSI accounts - expanding beyond the alliance function into the practices and delivery teams that actually staff and recommend technology on client engagements.
Ecosystem Intelligence & Strategic Input
Synthesize intelligence from assigned accounts - competitive displacement patterns, investment themes across client portfolios, capability gaps in Syndigo's positioning - and bring structured, actionable input to the Senior Director and cross-functional leadership on a regular cadence.
Contribute to coverage framework and tiering recommendations for the GSI portfolio; bring ground-level account intelligence into the Senior Director's strategic planning process.
Monitor the competitive landscape as observed through assigned GSI partners - what vendors they are also certifying, where they are sending deal flow, and where Syndigo is losing or gaining share.
Represent Syndigo at GSI-hosted events, practice forums, and partner summits relevant to assigned accounts; maintain visibility and credibility within the partner ecosystem.
Work closely with Partner Operations to ensure assigned GSI contacts are fully onboarded, certified, and commercially activated, surface readiness gaps early and drive resolution without escalation.
Coordinate with Field Sales on active co-sell pursuits - align on deal structure, roles, and messaging so partner-sourced opportunities convert efficiently once handed off.
Contribute to alliance governance artifacts, partner business plans, and portfolio documentation for assigned accounts; maintain a high standard of documentation without being prompted.
Provide structured input to the Senior Director on partner program design, co-sell incentive structure, and tier criteria based on direct account experience - not just opinion but grounded in observed partner behavior.
Team Contribution & Potential People Leadership
Share account knowledge, deal patterns, and best practices with Partner Managers on the team; operate as a senior resource without formal authority over PM execution.
As the team scales and PMs are assigned to GSI account clusters, the Director may transition into a player-coach role - managing day-to-day PM execution within their account cluster while continuing to own senior relationships and strategic accounts directly.
Model the commercial standard the team aspires to: disciplined pipeline management, deep partner intimacy, proactive opportunity creation, and structured intelligence sharing.
WE SHOULD TALK IF THIS SOUNDS LIKE YOU
5-8 years in partner sales, alliance management, or channel business development in B2B SaaS - with direct accountability for partner-sourced pipeline and revenue.
Demonstrated track record of owning and growing complex GSI or SI relationships - not just supporting them. Has moved deals, not just managed relationships.
Deep understanding of how GSI practices are structured, how vendor partnerships are evaluated, and how to become embedded in the partner's client recommendation motion.
Commercially strong: able to qualify opportunities, structure co-sell approaches, and progress deals without requiring Sr. Director direction on each step.
Executive presence sufficient to lead QBRs, joint planning sessions, and relationship conversations at the director and VP level within GSI organizations.
Organized and data-disciplined: pipeline records are accurate, deal attribution is clean, and reporting is reliable - not cleaned up before reviews.
Strong communicator with the ability to synthesize market intelligence into structured, actionable input for leadership.
PIM, MDM, PXM, ecommerce, or data management background strongly preferred.
Your individual compensation within the budgeted salary range is determined based on your skills, education, experience, and internal equity. This position is commission eligible.
For full-time U.S. based-employees, we offer competitive health insurance benefits, PTO and volunteer time off, employer-paid short- and long-term disability, parental and adoption leave, 401(k), and tuition reimbursement.
