Strategic Alliance and GSI Partner Leader

Own and shape NetBrain's position across the GSI and strategic alliance ecosystem: architect, build, and scale win-win value with a focused portfolio of high-value partners, including their consulting, delivery, and managed-services organizations. This is the role that decides which partners carry NetBrain into the enterprise, and turns executive relationships into co-sell, co-delivery, managed-service, and practice-building outcomes that materially expand NetBrain's footprint.

This is a market-making role with hard commercial accountability, not a broad channel generalist seat or a ceremonial alliance-management title. You'll work across sales, engineering, customer success, product, and finance functions to build repeatable partner-led offerings and measurable commercial impact, backed by the executive presence to sit across the table from a partner's C-suite and the technical and commercial fluency to earn that seat.

This role is built for someone who has personally built or scaled named GSI and strategic relationships inside enterprise software, cloud/SaaS, or network software; understands how consulting practices and managed-service P&Ls are funded and scaled; and can move fluidly between boardroom presence and the hands-on execution discipline required to make a joint business plan real.

What You'll Do

• Own and continuously sharpen NetBrain's GSI strategy for a focused portfolio of priority partners, including engagement with their managed-services organizations, prioritizing investment by strategic fit and measurable commercial return.
• Build and personally hold executive-level relationships with alliance, managed-services, solution, and delivery leaders, while ensuring the practice-level relationships beneath them are equally strong.
• Architect annual joint business plans with named use cases, target accounts, service offerings, enablement milestones, pipeline goals, revenue targets, and executive cadence — then hold both sides accountable to them.
• Design co-sell, sell-through, and partner-led sales motions with regional sales leaders and channel managers, including account mapping, opportunity identification, and deal inspection.
• Position repeatable GSI consulting and delivery offerings around NetBrain's highest-value use cases — network change automation, incident reduction, compliance validation, troubleshooting acceleration, continuous assessment, and AI-assisted network operations — and identify where they fit within partners' transformation, managed-services, and modernization programs already underway.
• Define the scalable operating model end to end: onboarding, deployment templates, service packaging, support ownership, escalation paths, and practitioner readiness.
• Negotiate clear service economics with partners — commercial packaging, recurring-revenue potential, delivery costs, and margins — so the model works for both sides at scale.
• Drive the full enablement cycle — certifications, technical workshops, sales enablement, and executive briefings — to raise partner readiness and field visibility on every deal that matters.
• Own the numbers: sourced and influenced pipeline, partner-attached win rates, recurring revenue, practice-build milestones, deployments, and certifications — reported with the rigor a CRO would expect from a direct sales leader.
• Run a disciplined operating cadence and performance review for every named partner, with clear owners, dependencies, and an executive escalation path the moment a partner underperforms.
• Represent NetBrain in executive briefings, partner summits, and strategic customer pursuits where partner alignment is critical to success.
• Bring market intelligence back to NetBrain leadership on partner demand signals, competitive positioning, delivery barriers, and emerging service opportunities.

What You Bring

• 10+ years building and running strategic alliances, partner sales, managed services, or channel leadership functions inside enterprise software — with a track record to show for it, not just a title.
• Direct, named ownership of large GSI and strategic SI relationships at the executive level, with a demonstrable record of turning joint business plans into pipeline, bookings, recurring revenue, or services growth you can defend in a QBR.
• Fluency in how GSIs structure alliances, industry practices, consulting organizations, delivery teams, and executive sponsorship — and a working model for identifying which partners are worth that investment.
• Command of the underlying business models — recurring services, delivery economics, service packaging, onboarding, support models, and gross margin — well enough to negotiate the economics, not just describe them.
• A track record of building or scaling consulting offerings, managed services, or partner practices from the ground up, including moving partners from product resale into services-led, consumption-based, or recurring-revenue models.
• Genuine credibility with enterprise infrastructure, IT operations, network automation, observability, security operations, or managed network services — partners will test this in the first meeting.
• Executive-caliber communication, sharp commercial judgment, and strong negotiation instincts, plus the organizational skill to marshal cross-functional teams toward a shared partner outcome without a title that compels them to follow.
• An entrepreneurial mindset and comfort operating within a focused-partner model that demands heavy internal coordination and roughly 30–40% travel to be where the relationship actually gets built.
• Willingness to travel within your territory as required.
• Manual Dexterity: Repetitive motion of wrists, hands and fingers for using a computer.
• Stationary Tasks: Sitting for extended periods, remaining in a stationary position.