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Director, Global Systems Integrators (GSIs)
🕒 3 days ago
Alliance ManagementGlobal Systems Integrator PartnershipsBusiness DevelopmentPartner Strategy
📜 Description
- Execute the global GSI strategy in alignment with go-to-market and growth objectives.
- Build executive relationships with target GSIs and position solutions within their offerings.
- Define joint value propositions and go-to-market initiatives to generate pipeline and revenue.
- Enable GSI sales, technical, and delivery teams on solutions and positioning.
- Develop partner enablement materials, playbooks, and joint marketing assets with product and marketing teams.
- Manage joint business plans, revenue targets, forecasts, governance, reporting, and issue resolution.
🛠️ Requirements
- 10+ years of experience in alliance management, business development, or partner strategy — with at least 5 years managing relationships with global systems integrators.
- Proven success driving revenue growth and joint GTM programs with top-tier GSIs (e.g., Accenture, IBM, Deloitte, PwC).
- Strong understanding of enterprise IT, cybersecurity, and/or identity management markets.
- Excellent executive presence — able to engage, influence, and present confidently to C-level audiences.
- Highly collaborative and hands-on; comfortable operating strategically and tactically.
- Bachelor’s degree required; MBA or equivalent preferred.
- Ability to travel internationally as needed (~25%).
✨ Benefits
- Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
- Comprehensive benefit coverage globally.
- Competitive time off globally.
- Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
- DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
- The Keyfactor Alliance Program to support DEIB efforts.
- Wellbeing resources
- Wellness allowance
- Wellness Wednesdays
- Global Volunteer Day
Full job description
About Keyfactor
Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world's largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you're looking for work that matters and a team that brings out your best, we hope you'll trust your future with Keyfactor!
Title: Director, Global Systems Integrators (GSIs)
Location: United States (Remote)
Experience: Senior/Director Level
Job Function: Channel
Employment Type: Full-Time
Industry: Computer and Network Security
About the position
The Director, Global Systems Integrators (GSIs) is a senior strategic role responsible for developing and expanding Keyfactor’s relationships with leading global systems integrators, including Accenture, Deloitte, IBM, PwC, and others. This leader will own the global strategy and execution to ensure GSIs understand, adopt, and embed Keyfactor solutions within their enterprise service offerings and solution architectures.
Responsibilities
Strategic Leadership
- Aid the VP, Business Development GSI to execute on the global GSI strategy aligned to Keyfactor’s overall go-to-market and growth objectives.
- Expand upon and deepen executive relationships across target GSIs to position Keyfactor as a trusted partner and integral component of their digital trust, security, and identity offerings.
- Define and articulate joint value propositions and go-to-market initiatives that drive new pipeline and revenue through GSI channels.
Enablement & Engagement
- Lead and/or facilitate efforts to educate and enable GSI teams (sales, technical, delivery) on Keyfactor solutions, positioning, and differentiation.
- Work closely with Keyfactor’s product and marketing teams to develop enablement materials, playbooks, and joint marketing assets.
- Ensure GSIs can effectively map Keyfactor’s solutions into their broader solution stacks, methodologies, and frameworks.
Business Management
- Ensure attainment in global GSI revenue targets and pipeline metrics; drive forecast accuracy and performance accountability.
- Co-manage joint business plans, including sales targets, enablement goals, and marketing initiatives.
- Oversee the day-to-day partnership operations, including governance, reporting, and issue resolution.
Influence & Collaboration
- Present Keyfactor’s value to senior executives and C-level leaders at partner and customer organizations.
- Collaborate internally, cross-functionally with Keyfactor’s regional sales, alliances, and marketing teams to drive alignment and joint execution globally,
- Advocate for GSI partnerships across the organization.
Skills and Qualifications
- 10+ years of experience in alliance management, business development, or partner strategy — with at least 5 years managing relationships with global systems integrators.
- Proven success driving revenue growth and joint GTM programs with top-tier GSIs (e.g., Accenture, IBM, Deloitte, PwC).
- Strong understanding of enterprise IT, cybersecurity, and/or identity management markets.
- Excellent executive presence — able to engage, influence, and present confidently to C-level audiences.
- Highly collaborative and hands-on; comfortable operating strategically and tactically.
- Bachelor’s degree required; MBA or equivalent preferred.
- Ability to travel internationally as needed (~25%).
Compensation
Salary will be commensurate with experience.
Culture, Career Opportunities and Benefits
We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.
Here are just some of the initiatives that make our culture special:
- Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
- Comprehensive benefit coverage globally.
- Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
- Competitive time off globally.
- Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
- DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
- The Keyfactor Alliance Program to support DEIB efforts.
- Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
- Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
- Monthly Talent development and Cross Functional meetings to support professional development.
- Regular All Hands meetings – followed by group gatherings.
Our Core Values
Our core values are extremely important to how we run our business and what we look for in every team member:
Trust is paramount.
We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.
Customers are core.
We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.
Innovation never stops, it only accelerates.
The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.
We deliver with agility.
We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.
United by respect.
Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.
Teams make “it” happen.
Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.
Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.
REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
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