Illumination Systems Arizona

Director

• Own and expand strategic relationships with top-tier GSIs to drive joint revenue, global pipeline, and solution integration.
• Develop and execute comprehensive joint business plans, including go-to-market initiatives, solution development, and field enablement.
• Align GSI partner strategies with global enterprise sales and marketing objectives.
• Drive partner-influenced and partner-led revenue globally across all relevant verticals and regions.
• Collaborate with regional sales teams and partners on strategic opportunities and global account planning.
• Establish quarterly business reviews and reporting on pipeline, forecast, and revenue performance.
• Work with GSIs to develop repeatable, scalable joint solutions and service offerings built on MiniIO’s technology.
• Enable GSI sales and technical teams through training, certifications, and joint marketing campaigns.
• Support co-innovation efforts that align with industry-specific needs (e.g., financial services, public sector, healthcare).
• Build executive-level relationships within GSI partner organizations, as well as within MiniIO's leadership team.
• Act as the global point of contact for GSI alliances, ensuring alignment across functions and geographies.
• Work closely with product, marketing, sales, legal, and customer success to deliver on partner goals.
• Advocate for partner needs and jointly drive competitive positioning, enablement, and strategic messaging.

Director, Global System Integrators

Sales

• Develop and execute the go-to-market strategy for Federal partners including SIs, VARs, OEMs, and cloud service providers.
• Define partner segmentation and coverage models that support revenue and market share growth.
• Build, manage, and deepen relationships with key Federal partners to expand joint pipelines and closed businesses.
• Drive enablement programs, joint marketing initiatives, and executive alignment with strategic partners.
• Own the partner-sourced and partner-influenced revenue goals.
• Collaborate with direct sales teams and partners to develop account strategies, co-sell opportunities, and close business.
• Maintain deep knowledge of Federal procurement cycles, compliance requirements (e.g., FedRAMP, FISMA, CMMC), and agency buying patterns.
• Leverage knowledge of programs, contracts, and IDIQs to expand footprint across agencies.
• Work closely with sales, marketing, legal, operations, and product teams to ensure partner success and alignment with overall business objectives.
• Provide regular feedback on market trends, partner needs, and competitive insights to internal teams.

Partner Sales Director, Federal

Implementation Specialist

• Build and own technical relationships with customers to gain trust and become a customer advocate.
• Develop strategies to improve the technical enablement and onboarding of customers.
• Strategize and work with customers on the journey to production while minimizing the time and friction.
• Develop scalable and repeatable playbooks.
• Monitor customer health and track progress against strategy and priorities.
• Work with the business team to maintain and grow customers organically.

Director, Global System Integrators

Partner Sales Director, Federal

Customer Engineer - West