GSI Alliances Manager

Who we are:

BigID is an innovative tech startup that focuses on solutions for data security, compliance, privacy, and AI data management. We're leading the market in all things data: helping our customers reduce risk, drive business innovation, achieve compliance, build customer trust, make better decisions, and get more value from their data.

We are building a global team passionate about innovation and next-gen technology. BigID has been recognized for: 

• BigID Named Hot Company in Artificial Intelligence and Machine Learning at the Global InfoSec Awards
• Citizens JMP Cyber 66 List of Hottest Privately Held Cybersecurity Companies
• CRN 100 list named BIgID as one of the 20 Coolest Identity Access Management and Data Protection Companies (3 years running)
• DUNS 100 Best Tech Companies to Work for
• Top 3 Big Data and AI Vendors to Watch' in the 2023 BigDATAwire Readers and Editors Choice Awards
• 2024 Inc. 5000 list for the 4th consecutive year!
• Shortlisted for the 2024 AI Awards in the category of Best Use of AI in Cybersecurity

At BigID, our team is the foundation of our success. Join a people-centric culture that is fast-paced and rewarding: you’ll have the opportunity to work with some of the most talented people in the industry who value innovation, diversity, integrity, and collaboration.

Who we seek:

We are seeking an experienced, hands-on GSI Sales Leader to lead and scale our Service Provider go-to-market strategy in EMEA. This is a high-impact role for someone who thrives at strategy and execution and actively drives day-to-day engagement with key MSP & GSI partners. You will be accountable for developing the regional GSI plans, executing against revenue targets, expanding partner relationships, and enabling scalable growth through repeatable sales motions and bundled service offerings. This role suits a commercial leader who’s equally comfortable setting direction and rolling up their sleeves. This is a global account manager role with leadership of an initial set of 4+ GSI partners in an overlay position, and potential for team expansion.

What you’ll do:

• 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.

What you’ll bring:

• 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

What’s in it for you?!

Our people are the foundation of our success, and we prioritize offering a wide range of benefits that make our team happier and healthier.

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

Our Values:

We look for people who embody our values - Care, Do, Try & Shine.

• Care - We care about our customers and each other
• Do - We do what it takes to make a positive impact
• Try - We try our best, and we don’t give up
• Shine - We shine and make it our mission always to stand out

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We’re committed to creating a culture of inclusion and equality – across race, gender, sexuality, and disability – where innovation and growth thrive, every voice is heard, and everybody belongs. Learn more about us here.

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