Director, GSI Partnerships

Careers at KiteworksCurrent openings Back Director, GSI PartnershipsAMER Remote, United States · Permanent · HybridOverviewApplicationAbout this job Apply Share job Job description About Kiteworks  Kiteworks empowers organizations by ensuring secure and compliant data exchanges across all channels, including email, file sharing, APIs, and A.I. Agents. To this end, we created a platform that delivers data governance, compliance, and protection to customers. The platform controls, monitors, and protects every data interaction between people, machines, and systems across user collaboration, automated workflows, and enterprise AI.  Job descriptionThis is an exciting opportunity to join a newly formed Strategic Partnerships organization at Kiteworks and lead strategic GSI partnerships that turn executive relationships into delivered joint solutions, repeatable practices, and new growth opportunities. This is not a sales role. It is a Strategic Partnerships role focused on building partner-led solutions, ecosystem leverage, and business opportunities through GSIs such as Accenture, Deloitte, Leidos, and Booz Allen Hamilton. This person is expected to roll up their sleeves as part of the team, proactively anticipate what Kiteworks, GSI partners, and internal stakeholders will need next, and take action early so the partnership ecosystem is better prepared, better coordinated, and built to scale.Reporting to the SVP, Strategic Partnerships and Strategy, the Director, GSI Partnerships executes Kiteworks' Global Systems Integrator (GSI) partnership strategy by building senior relationships inside priority GSIs and converting those relationships into joint solutions, field-ready practices, and measurable pipeline influence.Regional account mapping and day-to-day deal execution belong to Sales and Channel Alliances. This role owns the GSI partnership strategy, executive alignment, joint solution development, and field handoff readiness that enable those teams to execute.This leader works hand-in-hand with the Director, Technology Partnerships and Director, Partner Architecture to position Kiteworks plus partner integrated solutions with the GSIs. The role also collaborates with Product Management, Partner Operations, Marketing, Legal, Finance, Support, Customer Success, Sales, and Channel Alliances to ensure GSI engagements are commercially sound, technically supportable, field-ready, and executed with clear ownership across teams.The ideal candidate has existing, leverageable executive relationships inside the major GSIs, deep experience navigating large consulting and systems integration organizations, an understanding of the federal and enterprise procurement landscape, and a track record of turning GSI partnerships into delivered joint solutions and pipeline.What you'll doStrategic GSI relationship managementTranslate the SVP's GSI strategy into partner plans with clear owners, milestones, mutual commitments, and execution timelines for each assigned strategic GSI partner.Build and maintain multi-threaded relationships across partner organizations, including practice leaders, solution architects, business development teams, and executive sponsors, up to and including C-level sponsorship on both sides.Leverage existing relationships inside the GSIs to open doors with decision makers and accelerate partnership formation and joint opportunity creation.Conduct regular business reviews with GSI partners to evaluate partnership health, pipeline contribution, and opportunities for deeper engagement.Practice building and joint solution developmentWork with GSI partners to embed Kiteworks into their delivery methodologies, service offerings, and implementation playbooks, so the platform becomes a repeatable, scalable component of how GSIs deliver joint solutions to their clients.Partner with the Technology Partnerships leader to package Kiteworks plus technology-partner integrated solutions for GSI delivery into client engagements, including...