Director, GSI Partnerships

Uniphore is seeking to build and scale our strategic relationships with Global System Integrators (GSIs) and top-tier consulting enterprises. This is a hands-on revenue role for a seasoned enterprise alliance leader who has sold AI and data platforms into — and alongside — GSIs, not just services through them. You will own the GSI partnership strategy end-to-end across sell-to, sell-through, and sell-with motions, personally activating and closing joint opportunities while leading a small, high-performing team.

What You'll Do

• Define and execute Uniphore's global GSI partnership strategy, building the playbook, operating rhythm, and engagement model from the ground up.
• Own sell-to, sell-through, and sell-with motions with top-tier GSIs (e.g., Accenture, Deloitte, Infosys, TCS, Wipro, Capgemini, EY, KPMG, Cognizant) personally driving deals while enabling your team to scale alongside you.
• Build and maintain CXO-level relationships within GSI organizations, securing executive sponsorship, joint investments, and long-term strategic commitments.
• Develop joint go-to-market plans and joint business plans with each strategic GSI, including co-sell targets, pipeline goals, and field activation strategies.
• Drive the creation of joint IP, vertical solution accelerators, that embed Uniphore's AI platform into GSI service offerings and practices.
• Align GSI partner activities tightly with Uniphore's regional field sales organization to maximize sourced and influenced pipeline.
• Lead and mentor a team of 2+ partnership professionals, carrying a team quota exceeding $5M, while remaining deeply hands-on in partner execution.
• Establish QBRs, pipeline reviews, and partner scorecards, own accurate forecasting against revenue targets.
• Collaborate cross-functionally with Sales, Product, Marketing, and Customer Success to ensure seamless GSI integration into Uniphore's growth engine.

What We're Looking For

Required Experience

• 10+ years in strategic alliance management, partner sales, or GSI relationship management within enterprise software, SaaS, or AI/data platforms.
• Proven background selling AI and/or data products/platforms.
• At least 5 years of direct experience selling to or through GSIs or top-tier consulting enterprises (e.g., Accenture, Deloitte, McKinsey, TCS, Infosys, Capgemini).
• Deep understanding of GSI business models and how to build sell-to, sell-through, and sell-with motions that drive mutual revenue.
• Proven ability to create and execute joint business plans, joint IP frameworks, and solution accelerators with GSI partners.
• Experience building and enabling GSI practice areas.
• Builder mentality: ability to create programs, frameworks, and partnerships from scratch rather than inheriting a mature function.
• Excellent forecasting discipline and experience managing partner pipeline in a CRM.
• Strong commercial and financial acumen — able to structure joint business models, co-investment frameworks, and revenue-sharing agreements.
• Bachelor's degree required; MBA or advanced degree preferred.