Head of Global Systems Integrator Alliances

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About the company

The company (NASDAQ: CVLT) delivers continuous recovery for the AI era. We help organizations stay ready for constant disruption by returning critical data, applications, identities, and AI systems to a clean, trusted state. Our purpose-built recovery solutions span cloud-native and hybrid environments, leveraging AI to enable resilience at enterprise scale.

The company is seeking a  Head of Global Systems Integrator Alliances to lead and scale one of our most strategic routes to market.

This executive will own the company's global strategy, business performance and executive relationships across our Global Systems Integrator ecosystem. The mandate is clear: turn strategic partnerships into partner-led offerings, qualified pipeline, recurring revenue, new customers and meaningful services opportunities for our partners .

This is not a traditional alliance-management role. We are building an offerings-led growth engine where the company becomes a foundational component of the cyber resilience, cloud, identity, AI and managed services solutions that leading GSIs take to market. Our strategy is moving from having partners sell our technology to having partners build, deliver and operate differentiated customer offerings powered by the company .

The company provides enterprise resilience across hybrid, cloud-native and AI environments, bringing together security, identity and recovery capabilities while extending cloud-native protection through Clumio by the company.

What You'll Do

Build and Scale the Global GSI Business

• Define and execute the company's global GSI strategy across priority partners, markets and industries.

• Own partner-sourced and partner-influenced pipeline and revenue performance.

• Establish multi-year joint business plans with measurable commitments around growth, co-build offerings, practices, enablement and investment.

• Build executive-level relationships across leading global systems integrators.

• Lead and develop a high-performing global GSI organization.

Create Partner-Led Solutions and Services

• Build differentiated GSI offerings around cyber resilience, identity resilience, cloud modernization, AI resilience and managed services .

• Embed the company technology within strategic GSI practices, solutions and managed services.

• Build Centers of Excellence and scalable sales, technical and delivery capabilities.

• Create compelling services economics for partners across advisory, transformation, implementation and managed services.

Drive Global Co-Sell Execution

• Translate global alliances into regional execution across the Americas, EMEA, APJ and India.

• Drive joint account planning, opportunity development and strategic customer pursuits.

• Align GSI Executives with the company Leadership to accelerate pipeline, increase win rates and expand strategic customer relationships.

• Establish rigorous operating discipline around pipeline, forecasting, conversion and partner performance.

Orchestrate the Ecosystem

• Connect GSIs with the company's hyperscaler, technology alliance and managed services strategies.

• Create coordinated go-to-market motions with partners including AWS, Microsoft Azure and Google Cloud.

• Leverage the combined strengths of GSIs, cloud providers and the company to accelerate cloud modernization, cyber resilience and competitive displacement.

This reflects the company's "Power of 3" strategy, coordinating GSIs, cloud partners and strategic technology alliances around joint solutions, account planning and co-sell execution.

What Success Looks Like

Success will be measured by business outcomes, including

• Partner-sourced and partner-influenced ARR and pipeline

• Partner-led and managed services revenue

• New-logo acquisition and customer expansion

• Co-sell attainment, conversion and win rates

• GSI-developed offerings launched and producing revenue

• Strategic joint pursuits and account penetration

• Partner services attach

• Growth in certified sales, technical and delivery capacity

• Return on partner investments

The company's existing GSI strategy deliberately measures both revenue outcomes and leading indicators such as executive sponsorship, account alignment, joint account plans, technical reviews and design-in activity so the organization can manage partner productivity before pipeline becomes the lagging indicator.

What You'll Bring

• 15+ years of leadership experience across enterprise software, cybersecurity, cloud, strategic alliances, enterprise sales or business development.

• Significant experience building and scaling global GSI partnerships and teams.

• Proven track record driving material partner-sourced and partner-influenced pipeline and revenue.

• Established executive relationships across leading GSIs such as Accenture, Deloitte, Kyndryl, TCS, Infosys, HCLTech, Cognizant, Wipro, Tech Mahindra, KPMG or similar firms.

• Deep understanding of GSI business models, including advisory, transformation, implementation, outsourcing and managed services.

• Experience developing joint solutions, partner practices or managed services around enterprise technology platforms.

• Strong knowledge of cybersecurity, cyber resilience, cloud, SaaS, AI and enterprise data management.

• Demonstrated ability to connect global strategy with field-level execution across multiple geographies.

• Exceptional executive communication, commercial judgment and ability to influence complex global organizations.

• Proven ability to recruit, develop and lead high-performing global teams.

The Leader We're Looking For

We are looking for a builder, operator and commercial leader who understands that great GSI partnerships must create significant economic value for both companies.

The right leader can move seamlessly from a C-suite strategy discussion to a joint customer pursuit, from developing a new partner offering to reviewing pipeline and holding teams accountable for results.

Most importantly, this leader understands that the goal is not simply to get a GSI to sell the company. The goal is to make the company strategically important to what the GSI sells, builds and operates for its customers.

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The company is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.

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