GSI Director, North America

We are seeking a GSI Director  to join our team at Own. This hire is critical to the overall success of Own and our strategic relationship with our GSI partners. The ideal candidate will leverage their extensive knowledge of the Salesforce ecosystem to drive value internally across GTM teams, whilst promoting collaboration and shared success with our partners.

The ideal candidate will have significant experience generating new business through alliances and partnerships with GSIs in the Salesforce ecosystem. You will be developing and executing go-to-market plans by positioning Own and the value of our partnership.

This is an exciting opportunity to join a fast-growing market with best-of-breed technology. If you want to experience a high growth environment and be given the responsibility and challenge of creating new business and processes, then you should be at Own.

• Work with our global alliances team to deliver our global GSI partnership strategy
• Work with our EMEA sales team to support business development and sales efforts
• Develop, own and execute against a collaborative business plan with the top tier Salesforce GSI partners and internal stakeholders, to deliver against agreed targets
• Work closely with our partners and our sales team to Identify and qualify new business opportunities 
• Provide expertise and support to assist our sales cycles with our partners, having a material impact on MRR (Monthly Recurring Revenue) sales
• Work closely with internal cross-functional stakeholders to deliver initiatives, including sales, business development, solution engineering, partner enablement, marketing, services and customer success
• Drive continuous improvements in the way we work with our partners and internal stakeholders so that we continue to be a world class alliances organisation

• Develop relationships with key GSI contacts
• Develop and execute activities designed to increase the number of customer referrals of Own products from GSI partners
• Work with the Alliances team to support strategy development, stakeholder engagement plans, and joint offering development for our GSI partners
• Evangelize and position Own products and services with GSIs
• Measure and report on meeting outcomes to demonstrate ROI
• Identify target accounts and potential opportunities with partners
• Build and manage a pipeline of “pre-qualified” opportunities, and provide accurate and timely forecasts to partners and internal stakeholders
• Work with partners and Own sales to qualify opportunities and progress them through to successful close
• Collaborate with Product & Alliance Marketing to create the required collateral and campaigns to support go-to-market initiatives 

• Bachelor’s degree or equivalent work experience
• 5+ years’ experience in channel development, sales or strategic alliances in the Salesforce ecosystem
• Strategic and analytical thinker, able to blend technology vision and business strategy to deepen client relationships, ability to align technology with business objectives
• Ability to quickly understand solution value proposition and communicate to audiences of varying expertise
• Understanding of sales processes and the ability to work a fast paced, energetic and highly successful sales team
• Ability to build relationships and influence cross functionally
• Exceptional verbal, written and presentation skills
• Understand and do what it takes to execute in a rapidly growing and changing environment
• Demonstrable history of building partnerships with Partners & GTM programs, and annual quota achievement

This is a full-time position. The ideal candidate will work out of our Englewood Cliffs, NJ a minimum of 3 days per week office to maximize collaboration and interaction with the business. Travel may be required.

Own is dedicated to creating an environment where employees thrive, which is why base pay is only one part of the total compensation package that is provided to compensate and recognize employees for their work. This role may also be eligible for unlimited PTO, generous medical benefits, a 401(k) savings plan with a 4% employer match, discretionary bonuses/incentives, and stock options. We also offer catered lunches in the office five days a week, a full fitness center, and free shuttle bus service to and from New York City.

Creating an environment where employees thrive also means making sure every employee feels accepted. As we scale to help all types of companies protect precious data, our team must reflect the diversity we serve. Own is an Equal Opportunity Employer and we believe that every employee in the company brings a unique perspective that they can and should contribute in order to make an impact every day. We strive to be one team and one culture that builds trust through transparency. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, protected veteran status or disability status.

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