Offer summary

Qualifications:

Minimum of 10+ years in a GSI Partner Management role within a software or technology environment., Bachelor's degree in business, marketing, or a related field., Proven track record of exceeding sales quotas and growing strategic accounts., Strong interpersonal skills and proficiency with CRM tools and Microsoft Office Suite..

Key responsabilities:

Build and maintain strong relationships with key stakeholders at assigned GSI partners.

Collaborate with GSI partners to identify new business opportunities and drive revenue growth.

Develop and execute account strategies to achieve revenue targets through partner-driven sales.

Conduct quarterly business reviews to assess partner performance and refine strategies for improvement.

Job description

About Arctera

Arctera keeps the world’s IT systems working. We can trust that our credit cards will work at the store, that power will be routed to our homes and that factories will produce our medications because those companies themselves trust Arctera.

Arctera is behind the scenes making sure that many of the biggest organizations in the world – and many of the smallest too – can face down ransomware attacks, natural disasters and compliance challenges without missing a beat. We do this through the power of data and our flagship products, Insight, InfoScale and Backup Exec.

Illuminating data also helps our customers maintain personal privacy, reduce the environmental impact of data storage, and defend against illegal or immoral use of information.

It’s a task that continues to get more complex as data volumes surge. Every day, the world produces more data than it ever has before. And global digital transformation – and the arrival of the age of AI – has set the course for a new explosion in data creation.

Joining the Arctera team, you’ll be part of a group innovating to harness the opportunity of the latest technologies to protect the world’s critical infrastructure and to keep all of our data safe.

Arctera is seeking a dynamic and results-driven Global System Integrator (GSI) Account Manager to oversee and grown our strategic partnerships with leading system integrators worldwide. In this role, you will act as the primary point of contact for the assigned established GSI partners, driving collaboration, fostering strong relationships, and ensuring the success executive of joint business plans to achieve revenue goals. The ideal candidate will have a proven track record in account management, a deep understanding of the Data management technology ecosystem, and exceptional skills in communication and strategic planning.

Key Responsibilities:

Relationship Management: Build and maintain strong, trust-based relationships with key stakeholders at assigned GSI partners, including executives, sales teams and technical leads.
Business Development: Collaborate with GSI partners to identify new business opportunities, develop joint go-to-market strategies, and drive revenue growth through their networks.
Revenue Growth: Develop and execute account strategies to achieve revenue targets through partner-driven sales, including identifying upsell and cross-sell opportunities within existing GSI relationships.
Collaboration: Work closely with internal sales, marketing, and product teams to align GSI initiatives with company objectives, ensuring seamless execution of joint go-to-market (GTM) strategies.
Pipeline Development: Partner with GSIs to generate and qualify leads, coordinate sales strategies, and participate in client meetings to accelerate deal closure.
Enablement & Support: Identify and address GSI enablement needs, coordinating internal resources to train and empower partner teams on our products, services, and value propositions.
Performance Tracking: Conduct quarterly business reviews (onsite and remote) to assess partner performance, review KPIs, and refine strategies for continuous improvement.
Contract Management: Manage renewals of annual partner agreements, negotiate terms, and ensure compliance with contractual obligations.
Market Insights: Stay informed about industry trends, competitor activities, and GSI priorities to position our offerings effectively and maintain a competitive edge.

Basic Qualifications:

Minimum of 10+ years in a GSI Partner Management role within a software, SaaS, or technology environment, with at least 6 years managing GSI partnerships.
Bachelor's degree in business, marketing or a related field

Proven track record of exceeding sales quotas and growing strategic accounts.

Additional Qualifications:

Strong interpersonal and relationship-building skills, with the ability to engage stakeholders at all levels, including C-suite executives.
Excellent communication, negotiation, and presentation abilities.
Proficiency with CRM tools, Microsoft Office Suite (Excel, PowerPoint).
Deep understanding of the GSI ecosystem, partner sales models, and how GSIs drive business with end customers.
Self-motivated, goal-oriented, and comfortable working in a fast-paced, remote, or hybrid environment. Willingness to travel as needed (up to 25-30%).

Required profile