GSI Alliances Manager

Summary

Join BigID, a leading data security and privacy tech startup, as a GSI Sales Leader to spearhead and expand our Service Provider go-to-market strategy in EMEA. This impactful role demands strategic thinking and execution, requiring daily engagement with key MSP & GSI partners. You will be responsible for developing regional GSI plans, achieving revenue targets, fostering partner relationships, and driving scalable growth through repeatable sales processes and bundled service offerings. The ideal candidate is a commercial leader comfortable with both strategic direction and hands-on execution. This is a global account manager role, initially overseeing 4+ GSI partners, with potential for team expansion. BigID offers a people-centric, fast-paced, and rewarding work environment.

Requirements

• 8+ years’ experience in enterprise sales or partner/channel leadership, within the GSI, Cloud, or SaaS ecosystem
• Understanding of GSI company structures and areas of influence both within and through the client partners to end users
• Deep understanding of MSP business models, pricing, sales cycles, and bundling approaches
• Experience launching or scaling GSI offerings in EMEA markets
• Proven success developing and executing regional go-to-market strategies in complex, multi-market environments
• Track record of closing complex, multi-year deals and building trusted executive-level relationships
• Experience leading or mentoring sales teams while remaining actively involved in frontline execution
• Strong commercial and negotiation skills, with a structured and outcome-oriented mindset
• Ability to thrive in a fast-paced, matrixed, and entrepreneurial environment
• Excellent verbal and written communication, presentation, and influencing skills

Responsibilities

• Go-to-Market Strategy & Execution Identify priority markets, partner profiles, and high-potential service offerings
• Define and roll out sales plays, commercial models, and performance KPIs for scalable growth with your GSI partners
• Establish repeatable approaches for bundling, co-selling, and partner-led revenue generation
• Partner & Channel Development Build and maintain trusted relationships with both existing and prospective GSI partners. This may include pure MSP partnerships
• Position and communicate value-led, solution-centric offerings tailored to consulting, advisory, integration and managed services business models
• Support partners with enablement programs, sales collateral, and joint go-to-market planning
• Lead commercial negotiations, including pricing structures and long-term agreements
• Sales Leadership & Execution Actively engage in the full sales lifecycle—from qualification and proposal development to deal closure
• Drive both direct and indirect sales opportunities, leveraging channel synergies and co-sell motions
• Represent the GSI/MSP business in partner reviews, pipeline discussions, and key client meetings in EMEA
• Maintain ownership of regional forecasting, pipeline reporting, and performance tracking
• Market Insight & Feedback Stay close to the market to provide insight on trends, competitor activity, and partner needs
• Feed strategic input into product and partner teams to shape roadmaps and growth initiatives

Benefits

• Equity participation - everyone shares in our success
• Flexible work arrangements
• Other compulsory benefits based on the country of residence