Partnerships Lead, GSIs
Leads Replit's GSI channel program, owning relationships with major systems integrators like Accenture and Deloitte to drive co-sell motions, joint solutions, and revenue growth. Requires 8+ years in partnerships with deep GSI expertise and bachelor's degree.
About the job
What You'll Do
- Own and develop Replit's GSI Channel program strategy, building on the momentum of our Accenture partnership to recruit, enable, and scale additional GSI relationships (e.g., Deloitte, Cognizant, Infosys, Wipro, TCS, and others).
- Serve as the primary relationship owner for key GSI partners, developing joint go-to-market plans, co-sell motions, and solution frameworks that drive pipeline and revenue.
- Build and manage the partner enablement program, including training, certifications, and technical resources that equip GSI teams to position and deliver Replit-powered solutions to their enterprise clients.
- Collaborate closely with Replit's Enterprise Sales team to identify and pursue co-sell opportunities, aligning GSI capabilities with customer needs for AI-driven software development.
- Develop joint solution offerings with GSI partners that combine Replit's platform with partner delivery capabilities, targeting use cases in application modernization, developer productivity, and AI transformation.
- Define and track partnership KPIs, including partner-sourced and partner-influenced pipeline, revenue, certifications, and customer outcomes. Regularly report progress to leadership.
- Represent Replit at partner events, industry conferences, and executive briefings to deepen relationships and expand our partner ecosystem.
- Negotiate partnership agreements, including commercial terms, co-marketing commitments, and joint investment plans.
Required Skills & Experience
- 8+ years of experience in partnerships, channel sales, alliances, or business development, with a significant focus on GSI relationships.
- Proven track record of building and scaling GSI or large SI partnerships at a high-growth technology company, ideally in developer tools, cloud infrastructure, or enterprise SaaS.
- Deep understanding of how GSIs operate, including their practice models, delivery structures, go-to-market motions, and decision-making processes.
- Experience developing joint solutions and co-sell motions with GSI partners that resulted in measurable pipeline and revenue growth.
- Strong executive presence with the ability to build trust and credibility with senior leaders at GSI firms and within your own organization.
- Highly collaborative, with experience working cross-functionally across Sales, Product, Marketing, and Customer Success teams.
- Comfort operating in a fast-paced, early-stage environment where you will need to build processes and programs from scratch.
- Excellent communication and storytelling skills, with the ability to articulate the value of AI-driven development to both technical and business audiences.
- Bachelor's degree required; MBA or equivalent experience is a plus.
Full-Time Employee Benefits
- Competitive Salary & Equity
- 401(k) Program with a 4% match
- Health, Dental, Vision and Life Insurance
- Short Term and Long Term Disability
- Paid Parental, Medical, Caregiver Leave
- Commuter Benefits
- Monthly Wellness Stipend
- Autonomous Work Environment
- In Office Set-Up Reimbursement
- Flexible Time Off (FTO) + Holidays
- Quarterly Team Gatherings
- In Office Amenities
Skills
Gsi Partnerships, Channel Sales, Business Development, Go-to-Market Strategy, Partner Enablement, Co-Sell Motions, Joint Solutions, Partnership Kpis, Alliance Management, Enterprise Saas
Similar jobs
Partnerships jobs
Dialpad
Denver, CO
Leads global and national partner marketing programs for Google Cloud, T-Mobile for Business, and strategic alliances, driving joint go-to-market execution, pipeline, revenue, and ROI. Requires 5+ years of partner marketing experience, direct Google Cloud expertise, Salesforce proficiency, and strong program management skills.
Square
United States
Leads global ecosystem partnerships for payment and financial products, developing partner strategy, commercialization programs, negotiations, and integrations. Requires 10+ years of business development or partner management experience, payments or fintech expertise, executive relationship skills, and a bachelor's degree.
Cognition
San Francisco, CABuild and scale Cognition’s partnerships with major strategy consulting firms, creating joint offerings and partner-led revenue channels for Devin. The role requires 8+ years in partnerships, business development, sales, or consulting and deep knowledge of consulting-firm operations and technology alliances.
Drata
United States
Owns strategic audit firm and systems integrator alliances, driving partner-sourced revenue, co-selling, partner enablement, and high-quality audit outcomes. Requires 6+ years in partnerships, business development, or audit-led go-to-market roles, plus GRC and enterprise deal-cycle expertise.
Crux
United States
Own and scale partnerships with accounting and tax advisory firms, driving referrals, co-selling, and capital formation for clean energy projects. The role requires deep tax fluency, enterprise relationship-building, commercial accountability, and approximately 6–8 years of relevant experience.