Principal Partner Manager, GSIs

Role Overview

Senior individual contributor. Build impact, not empires. Focus on outcomes. As a meritocracy, great work gets rewarded with more responsibility. Measure success by partner-sourced and partner-influenced revenue.

Role Mission

Make [Employer hidden — sign up to reveal] Skills the default content and enablement layer inside the world's largest Sales Transformation engagements. Build and run [Employer hidden — sign up to reveal]'s GSI motion with firms like Deloitte, Accenture, and Capgemini.

What You'll Do

• Land and grow strategic agreements with top-tier GSIs (Deloitte, Accenture, Capgemini, and select peers), with a primary focus on their Sales Transformation practices.
• Get [Employer hidden — sign up to reveal] Skills written into the GSI's standard methodology, point-of-view documents, and transformation playbooks.
• Build and own executive relationships with Practice Leads, Alliance MDs, and consulting Partners at named GSIs.
• Drive partner-sourced and partner-influenced pipeline that contributes materially to quarterly bookings.
• Build the joint GTM playbook: solution plays, joint propositions, account-mapping motions, co-sell rules of engagement.
• Stand up partner enablement that ships: practice-specific demos, certified consultants, and battlecards.
• Coach [Employer hidden — sign up to reveal] field teams on co-selling with GSIs.
• Negotiate commercial constructs (referral fees, rev share, MSAs, deal registration) with Legal and Finance.
• Run the operating rhythm: forecasts, partner scorecards, QBRs, and CRM hygiene.

Who You Are

• Deeply connected inside the GSIs with active, productive relationships.
• Output-oriented – measure yourself in partner-sourced pipeline and bookings.
• Intrinsically motivated – operate with urgency and ownership.
• High EQ – build trust across multiple stakeholders.
• Naturally curious about partner economics and practice incentives.

Qualifications

• 7+ years of GSI/SI partner management experience in B2B SaaS.
• Existing, active relationships with Partners, MDs, or Practice Leads inside at least two major GSIs.
• Demonstrated track record of building partner-sourced and partner-influenced pipeline.
• Experience embedding a SaaS product into a GSI's methodology.
• Strong commercial negotiator.
• Executive presence.
• London-based or willing to relocate to London.
• Willing to travel 30-40%.

About [Employer hidden — sign up to reveal]

[Employer hidden — sign up to reveal] is the world’s leading AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017, headquartered in London, with offices across Europe and the US. Recently raised $200M Series E at $4B valuation.