GSI Director

GSI Director - Italy & Iberia

Summary

The GSI Director is responsible for recruiting, developing, and managing our Global System Integrator relationships inclusive of but not limited to PwC, KPMG, IBM, Accenture, Deloitte and OneStream’s Regional System Integrator ecosystem. This role will play a crucial role in actively helping OneStream’s Strategic Alliances organization by shaping market strategies, influencing product roadmaps, and securing executive alignment.

The GSI Director knows that partnership success isn’t just about onboarding more partners, but also about making the right ones successful. This role requires excellent communication and organizational skills, a high level of proficiency in relationship management, and a proven track record of dealing with partners implementing CPM solutions.

The ideal candidate location is based near Milan, Italy.

Primary Duties and Responsibilities

• For each relationship, develop, monitor, manage, and achieve co-sell revenue, solution asset development, enablement goals, and oversight on best practice implementation standards.
• Work closely with cross-functional teams and engage the firms frequently to ensure OneStream product information and messaging are properly conveyed to System Integrators.
• Build practice capacity to provide the foundation for ongoing scalable, sustained growth year-on-year.
• Coordinate with the OneStream Global System Integrators, Regional System Integrators & regional sales teams, field marketing, product marketing, product development, and strategy teams to align with all firms.
• Ensure the firms comply with OneStream Strategic Alliance policies.
• Be the main point of contact for all Alliance communication, including conflict resolution.
• Ensure the company objectives related to the Global System Integrators & Regional System Integrators are achieved and periodically reported to the executive management team.
• Foster a collaborative and high-performance team culture, and provide guidance, support, and performance feedback to ensure team success.
• Lead, mentor, and develop a team of partnership professionals.

Required Education and Experience

• 10+ years of experience in partner management, business development, or a related role.
• 3+ years of experience in partner management within enterprise application software provider(s).
• Previous experience that has provided a good understanding of Corporate Performance Management and the operational issues around financial consolidation and FP&A processes.
• Fluency in English, Italian, and Spanish is required.

Preferred Education and Experience

• Bachelor’s degree in fields such as (but not limited to) Accounting, Business, Economics, Finance, Information Systems, Mathematics, or equivalent work experience.
• MBA or equivalent advanced degree is highly preferred.
• Previous sales experience is highly preferred.
• Previous experience using or implementing Corporate Performance Management solutions from organizations such as Oracle, Hyperion, SAP, Workday, Tagetik, Anaplan, or Workiva is highly preferred.

Knowledge, Skills, and Abilities

• Strong executive presence to keep pace with senior Partners, Principals, and Managing Directors at Global System Integrator Firms.
• Knowledge of Global System Integrators firms Go-To-Market strategies and engagement models with technology vendors.
• Understand how to operate in an externally matrixed organization.
• Strong strategic thinking and analytical skills.
• Exceptional communication and interpersonal skills.
• Proven ability to build and maintain strong relationships with executive-level partners.
• Strong project leadership and organizational skills.
• Ability to work independently and as part of a senior leadership team.
• Proficiency in Microsoft Office Suite and CRM software.
• Leadership and team management skills.

Travel

• This role will require travel up to 30% within the assigned regions to attend meetings and events with partners. Additionally, this role will be expected to travel internationally at least twice per year for OneStream conferences and events which last for several days.