Director, Global Systems Integrators

Location requirements:

Remote based role. Open to candidates in the USA.

About the Role:

As the Global Systems Integrator (GSI) Alliances Sales Director at BigPanda, your primary focus will be on establishing BigPanda as the leading platform through partnerships that drive continuous improvement in IT incident management. 

Reporting directly to the Vice President of Alliances and Channel Sales, you will play a crucial role in driving BigPanda's growth and success in the market.  In this role, you will empower our GSI partners to effectively leverage our platform to grow their business with BigPanda solutions and services.

You will be responsible for identifying and engaging key stakeholders within the target GSI community, thereby increasing BigPanda's revenue through these partnerships.  The GSI Alliances Sales Director will own the strategy, the sell-to, sell-through and sell-with motions with each partner.  You will also drive increased market-share and attach rate, while leading all business interactions with key contacts.

What you will do:

• Define and drive GSI partner strategy and strategic relationships, resulting in pipeline generation, accurate forecasting, and bookings for BigPanda
• Identify innovative routes to market via industry, horizontal or other creative go-to-market offerings and strategies
• Work closely with BigPanda professional services, marketing, sales engineering and product management to deliver on targets, objectives and provide a voice of the partner
• Lead executive briefings between partners and the BigPanda leadership team
• Negotiate contracts and commercial business terms

Ability to travel up to 40% (occasionally internationally)

What skills and experience you’ll bring to BigPanda:

• Deep understanding of GSI and Global Advisory organizations and sales models; specific experience with a mix of Accenture, Deloitte, EY and IBM are preferred
• Extensive experience in alliances or indirect sales roles with strategic partners
• Functional familiarity in the areas of IT Operations and Digital Transformation
• Determined self-starter with the creative ability to define multi-level alliances of sponsors, buyers and key stakeholders inside of the GSI partner
• Comfortable in fast-paced and high pressure environments with ambitious achievement goals
• Excellent communication and presentation skills
• Track record of data-driven decision-making
• Demonstrated, repeated success in monetizing one or more GSI alliances

About Us:

BigPanda is a fast-growing, values-driven, global company that enables Tech Ops teams to keep the digital economy running. BigPanda’s AI-driven IT operations (aka AIOps) platform transforms IT data into insight and action. By eliminating IT noise, automating incident management, and keeping our customers’ digital services up and running around the clock, we become a mission-critical part of our customers’ IT operations.

With BigPanda, some of the world’s largest enterprises including Hulu, Cisco, United, Abbott, Marriott, Expedia and many others are able to reduce costs and increase efficiencies, accelerate business velocity, and deliver extraordinary customer experiences.

BigPanda is backed by top-tier investors including Sequoia, Mayfield, Battery, Insight Partners, Advent International, and Greenfield Partners. 

We have an awesome team of motivated, knowledgeable, fun-loving, and friendly Pandas. We provide comprehensive health coverage, parental leave, competitive cash and equity compensation, and a supportive, collaborative, and innovative environment to empower you to do the best work of your career. 

Our Benefits:  

• Competitive equity
• Remote-first environment
• Unlimited PTO
• Twelve (12) paid holidays throughout the year 
• Comprehensive health benefits
• #PandaParent support. Financial assistance for fertility, adoption, and surrogacy expenses as well as a combined total of eighteen (18) weeks fully paid leave for all new parents
• Financial planning services
• Employee learning & development budget
• Values-based recognition (quarterly and annually)
• Social community & ERG programs
• Dog friendly office
• Lunches provided in office
• Flexible work environment along with a work-from-home stipend to support remote work arrangements
• Values-based culture

Please note that visa sponsorship is not available for this position.

Pay Scale: $300,000-$375,000 USD. 

This is a commission-eligible position, and the pay mix for this role is 60/40

BigPanda offers a generous total rewards package that includes base pay, commission, equity, and a world-class benefits program. We run two (2) compensation review cycles per year to ensure that managers can recognize employees without much lag between achievement and reward. All of this builds toward the best compensation we can give to anyone: the ability to develop your skills each and every day. BigPanda has a significant focus on career development that is at the core of our employee experience.

BigPanda is proud to be an Equal Employment Opportunity workplace employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

Note: BigPanda is an E-Verify Employer

If you need assistance or an accommodation due to a disability, you may contact us at [email protected].