GSI Partner Lead

The role

You will build and scale the Global System Integrator partner ecosystem from the ground up. This individual contributor role involves developing joint go-to-market motions, establishing relationships with GSIs, and driving measurable pipeline and revenue.

What you will do

• Build GSI partnerships from 0 to 1 including target identification and engagement models.
• Develop and execute a GSI partner strategy aligned to revenue and market expansion.
• Build relationships with senior stakeholders at GSIs like Accenture, Infosys, Genpact, TCS, and Wipro.
• Develop joint GTM motions that generate qualified pipeline and revenue.
• Work with Sales teams to develop joint account strategies.
• Build and execute partner enablement programs including sales training and product demonstrations.
• Track partner pipeline, revenue contribution, and KPIs.
• Act as the day-to-day business owner for assigned GSI relationships.
• Conduct partner meetings, workshops, enablement sessions, and business reviews.
• Develop repeatable frameworks for onboarding, enablement, and joint business planning.

Required qualifications

• 6–10 years of experience in strategic partnerships, alliances, channel sales, business development or partner management.
• Demonstrated experience building a GSI, channel or strategic partner program from scratch.
• Proven experience working directly with Global System Integrators such as Genpact, Infosys, Cognizant, TCS, Wipro, Capgemini or similar organizations.
• A track record of converting partnerships into pipeline, revenue or measurable business outcomes.
• Strong understanding of partner-led GTM, co-selling, partner enablement, joint account planning and channel development.
• Experience creating partnership frameworks, playbooks, enablement programs and operating mechanisms.
• Strong commercial orientation to understand revenue targets, pipeline, partner contribution and business economics.
• Excellent communication, presentation and stakeholder management skills.
• Strong executive presence and professional body language.
• Hands-on, self-starter mindset with a strong bias toward action.
• Comfortable operating in ambiguity and building structure.
• Demonstrated grit, resilience and ownership.

Nice to have

• Experience in AI, SaaS, CCaaS, Contact Center, Conversational AI or enterprise technology

Benefits

• Comprehensive medical insurance coverage for self and family, including free online doctor consultations and additional wellness benefits
• Accidental insurance and group term life insurance coverage
• Privilege and sick leave in line with applicable statutory norms
• Generous national and festive holidays, along with well-defined parental leave policies
• Annual Learning & Development allowance
• Rewards and recognition programs
• Regular team and culture-building events
• Flexible benefits for tax optimisation, including meal cards, provident fund, and other options

About the company

Observe.AI is the AI Agents platform for customer experience, designed to help organizations deliver faster, smarter, and more efficient customer service at scale. The platform works with 300+ global brands in Financial Services, Insurance, Healthcare and Consumer Services.