Strategic Global Alliances Director (GSI & Tech — AWS, Salesforce, Service Now) We are looking for a Strategic Global Alliances Director (GSI & Tech — AWS, Salesforce, Service Now) to grow the Genesys business across Italy and Iberia. The role requires up to 30–50% travel (partner sites, joint customer meetings, events).
Mission: Own and grow the Genesys business with Global System Integrators (GSIs) and the technology ecosystems of AWS, Salesforce, and Service Now across the region. Build deep, multi-level alignment (sales, pre‑sales, delivery, executive) and drive awareness, enablement, pipeline, and bookings.
Responsibilities Partner strategy & planning: Build and execute a joint business plan per partner (coverage model, targets, prioritized industries/use cases, enablement plan, and marketing calendar). Map stakeholders (sales, pre‑sales, practices, COEs, executive sponsors) and maintain multithreaded relationships. Awareness & enablement: Run playbooks and enablement paths (discovery, demo, competitive, deal registration, services packaging) for partner sales/SE/delivery teams.
Orchestrate joint solution narratives: Genesys Cloud + (AWS / Salesforce Service Cloud / Service Now CSM & workflows). Go-to‑market & pipeline creation: Launch vertical campaigns and ABM motions with partners (events, webinars, executive roundtables). Drive co‑sell motions (deal registration, opportunity mapping, account triads with partner sellers and Genesys AEs).
Opportunity execution: Progress joint deals through a recognized sales methodology (MEDDICC); clear blockers; coordinate resources (SEs, PS, legal). Ensure services readiness (scoping, delivery models with GSIs, success plans).
Governance: Run QBRs and monthly pipeline reviews with each partner. Track/report KPIs; manage MDF/co‑marketing budgets; ensure brand and compliance standards. What success looks like (KPIs/OKRs) Year‑over‑year growth in influenced and sourced bookings (primary).
Pipeline generation: sourced + co‑sell pipeline vs target (coverage & hygiene).
Partner productivity: # enabled sellers/SEs/certifications, # joint use cases launched, # registered opportunities, win rate.
Executive alignment: cadence achieved (QBRs, EBCs), partner satisfaction (qualitative). 30/60/90‑Day Plan (expectations) 30 days: Partner mapping, current pipeline review, agree joint targets; publish three partner one‑pagers for the region. 60 days: Complete enablement waves (sales + SE), launch 1–2 joint campaigns, land ≥5 deal registrations. 90 days: Run first QBRs, show ≥3 qualified co‑sell opportunities per partner, submit first bookings.
Qualifications 10+ years in alliances/partner sales with GSIs and/or major ISVs (AWS, Salesforce, Service Now). Proven co‑sell and ecosystem GTM experience in Saa S, preferably CX/Contact Center, AI, or Enterprise Applications. Strong sales discipline (forecast, deal hygiene), executive presence, and program management across multiple stakeholders.
Fluent
English, plus Italian and/or Spanish (ideally both).
Core competencies: Enterprise Saa S sales, co‑sell mechanics, pipeline creation
• Value selling & competitive positioning
• Executive communication and stakeholder management
• Programmatic enablement & campaign execution. Working knowledge of cloud architectures; data &
• AI governance helpful. Genesys is an equal opportunity employer committed to fairness in the workplace. We evaluate qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, marital status, domestic partner status, national origin, genetics, disability, military and veteran status, and other protected characteristics. Please note that recruiters will never ask for sensitive personal or financial information during the application phase.