Director/Senior Director, GSI & Consultancy Partnerships
HG Insights
full-time
Posted on:
Location Type: Hybrid
Location: New York City • New York • United States
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Job Level
About the role
- Define and execute the complete GSI & consultancy partnership strategy, owning ambitious revenue targets, managing partnership investment decisions, and building the infrastructure for sustainable, profitable growth.
- Land new reseller agreements and project-based partnerships with top-tier GSIs and consultancies (Bain, BCG, KPMG, EY, Accenture, and similar firms)
- Drive direct partner revenue through sell-to/reseller commitments
- Orchestrate high-value co-sell motions with our direct sales team, maximizing sourced and influenced revenue
- Transform initial project wins into strategic, multi-year partnerships that compound value
- Educate partner teams on how our data powers critical use cases: ICP analysis, account prioritization, territory planning, and buying propensity scoring for prospect and customer databases.
- Create repeatable processes, co-sell playbooks, and partner enablement programs that turn one-off wins into predictable pipeline. Work cross-functionally with GTM, Product, Operations, Legal, and Finance to ensure seamless execution and exceptional partner experience.
- Establish the metrics that matter—from partnership health indicators to revenue contribution models. You'll own the framework for measuring partnership ROI, co-sell effectiveness, and overall program impact.
Requirements
- 10+ years in B2B partnerships, alliances, or enterprise sales
- 5-7 years specifically building GSI and Consultancy partnerships
- Deep expertise navigating the organizational complexity of top-tier firms and building relationships with practice leads
- Track record of landing significant reseller/alliance agreements and achieving ambitious revenue targets through partners
- Experience building partnership strategies from the ground up and scaling them into mature, high-performing programs
- History of owning and consistently exceeding multi-million dollar revenue targets across both direct partner sales and sourced/influenced pipeline
- Comfort with complex, long-cycle deal structures and multi-stakeholder decision processes
- Proven ability to orchestrate co-sell motions that drive mutual value and expand deal sizes
- Strong knowledge of the GTM technology stack landscape and how enterprises buy technology intelligence solutions
- Deep understanding of consultancy business models, engagement economics, and how partners create value for end clients
- Familiarity with Revenue Operations, Sales Ops, and Marketing Ops functions and pain points
- Existing relationships within GTM/RevOps practices at major consultancies (highly valued)
- Builder mentality with a track record of creating scalable systems, processes, and frameworks from scratch
- Experience developing partner KPIs, compensation models, and performance frameworks
- Self-directed and exceptionally organized with relentless follow-through
- Skilled at cross-functional collaboration and rallying resources across matrixed organizations
- Ready to build and lead a team
Benefits
- Health insurance
- Retirement plans
- Paid time off
- Flexible work arrangements
- Professional development
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B partnershipsGSI partnershipsconsultancy partnershipsreseller agreementspartnership strategiesrevenue targetsco-sell motionspartner KPIsperformance frameworkssales pipeline
Soft Skills
relationship buildingorganizational skillscross-functional collaborationself-directedexceptionally organizedbuilder mentalityfollow-throughleadershipstrategic thinkingproblem-solving