Locuz - GSI Sales Partner

GSI Sales Partner

About the job:

Key Responsibilities:

Named Account & GSI Relationship Ownership:

- Own and drive named GSI accounts, with full responsibility for revenue, pipeline, and partner engagement.

- Build and manage deep, multi-level relationships within GSIs, including alliance leaders, practice heads, delivery leaders, sourcing teams, and account leadership.

- Establish and expand entry points within GSIs, strengthening influence across India and global stakeholder groups.

- Maintain a relationship heatmap across GSIs, covering India leadership, global practice leaders, account directors, and COEs.

- Act as the single-point sales owner for all commercial and strategic engagements with assigned GSIs.

Pipeline Generation & Deal Orchestration:

- Drive sell-through and sell-to opportunities with strong emphasis on sell-through deal motions via GSIs.

- Participate in global sales motions, working closely with SHI global sales teams to build, qualify, and close enterprise opportunities.

- Run joint account planning with SHI global account teams to identify pursuits within top enterprise customers.

- Own opportunity qualification using structured frameworks, ensuring alignment across SHI, GSIs, and OEM partners.

- Drive deals through the entire sales lifecycle, from opportunity identification to closure.

Bid Management & Commercial Ownership:

- Support bid management activities, including RFPs, RFQs, and proposal responses.

- Coordinate solutioning, commercials, and stakeholder inputs to deliver high-quality, compliant submissions.

- Own deal structuring, pricing alignment, and commercial discussions in collaboration with internal stakeholders.

Joint Go-To-Market (GTM) & Partner Growth:

- Drive joint GTM initiatives with GSIs, focused on pipeline creation and revenue growth.

- Support co-marketing and demand-generation activities such as partner-led events, customer meetings, roadshows, and executive engagements.

- Work closely with internal stakeholders to align India and global GTM priorities with GSI partners.

Solution & Domain Exposure (Sales Context):

Should have sales exposure across one or more of the following domains:

- Device-centric solutions

- Data-centric platforms

- Security-centric offerings

- IT Infrastructure solutions

- Cloud-centric architectures

Additional Expectations:

- Hands-on solutioning is not required; focus is on sales-led conversations and deal ownership.

- This role is part of the global sales ecosystem and requires close collaboration with international teams and stakeholders.

- The role requires a professional who can deliver impact from day one, with strong ownership and minimal dependency on the team.

- Strong understanding of SI-led selling models, partner ecosystems, and alliance-driven revenue motions is essential.