GSI Client Director - India

1 month, 1 week ago
Full-time
Lead
Sales and Business Development
Sonar

Sonar

Sonar is the industry leader in clean code solutions, trusted by millions of developers worldwide. Their products like SonarLint, SonarQube, and SonarCloud enable efficient code quality management and continuous inspection for better software development.

Internet Software & Services
251-1K
Founded 2008
$457M raised

Description

  • Create and execute a GSI engagement strategy aligned with Sonar’s global objectives.
  • Develop and expand alliance agreements to drive innovation, revenue growth, and customer success.
  • Structure alliance deals and lead co-innovation, technology integration, and ecosystem partnership initiatives.
  • Lead partner sales motions, solution POCs, and limited pilots using Sonar’s suite of tools.
  • Drive joint pre-sales training, marketing initiatives, and industry- and GSI-specific events to build visibility and pipeline.
  • Collaborate with sales, product, and marketing teams to align on GSI initiatives and pipeline development.
  • Facilitate sales team interlocks and support joint opportunity pursuits.
  • Build and maintain executive relationships with C-suite, Managing Directors, and practice leaders at India-based GSIs.
  • Represent Sonar in advisory boards, partner councils, and executive forums.
  • Track partner milestones, pipeline growth, and performance metrics, and adjust engagement models as needed.

Requirements

  • 10+ years of experience in partner management, business development, or channel leadership in DevOps, Security, Agentic AI, or digital transformation, with a primary focus on GSIs.
  • Deep understanding of the GSI ecosystem, business models, and joint solution development.
  • Proven experience leading and scaling global GSI partnerships with a strong track record of success.
  • Demonstrated ability to influence and align internal and external stakeholders across multiple disciplines.
  • History of driving substantial revenue through partner channels and closing complex deals.
  • Existing executive and practice/delivery leadership relationships with India-headquartered GSIs are required.
  • Bachelor’s degree required.
  • Location: India.
  • Experience integrating software into SDLC and CI/CD frameworks that support application/data modernization and software/platform development.
  • Experience building successful joint go-to-market initiatives that maximize revenue, partner engagement, and customer success.

Interested in this position?

Apply directly on the company website

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