**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.
- Internal Coordination & Cross-Functional Alignment
- 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.
Budgeted Salary Range is:
$185,000-$210,000 USD
