Partners GSI Director

**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.