Director Global Alliances

Global Alliance Director – Indian GSIs

Role Overview

Global Alliance Director

Key Responsibilities

• Sales & Revenue Growth

• Own sales targets associated with Indian GSIs and deliver consistent revenue growth.
• Drive joint go-to-market initiatives, pipeline creation, and closure with GSI partners.
• Negotiate, structure, and close alliance-led deals in collaboration with the direct sales team.

• Alliance Management

• Build and manage executive-level relationships within priority GSIs (Infosys, TCS, Wipro, HCL, Tech Mahindra, etc.).
• Develop long-term strategic business plans with each GSI partner, aligning with global objectives. This includes but is not limited to driving service creation streams enabling Indian GSI to build blueprints and managed services stacks powered by Fortinet solutions.
• Ensure partners are enabled and committed to sell and deliver our solutions at scale, by supporting centralized bidding process

• Go-to-Market Strategy

• Define and execute joint value propositions and industry-specific GTM plays.
• Work closely with marketing and product teams to launch co-branded campaigns, events, and thought leadership initiatives.
• Track and report on partner pipeline, forecast accuracy, and sales performance.

• Internal Collaboration

• Synchronize with US, EMEA and APAC GSI teams to build and execute a unified Indian GSI plan across all stakeholding teams.
• Partner with global sales, customer success, and delivery teams to maximize alliance-led opportunities.
• Act as the internal champion for GSIs in India, ensuring alignment across regions and functions.

Required Qualifications

• Proven Sales Record:

  15+ years of experience in enterprise technology sales, with at least 5 years managing or selling through GSIs.

• Alliance Expertise:

  Strong understanding of Indian GSI business models, decision-making processes, and global delivery structures.

• Sales Target Orientation:

  Demonstrated success in achieving and exceeding multi-million-dollar revenue targets through alliances.

• Relationship Building:

  Established executive-level network within leading GSIs in India.

• Strategic Thinking:

  Ability to define, negotiate, and execute multi-year strategic alliance plans.

• Collaboration Skills:

  Experience working across global sales, product, and marketing teams to deliver joint success.

• Education:

  Master’s / bachelor’s degree in business, technology, cybersecurity or related field; MBA preferred.

Ideal Candidate Attributes

• Entrepreneurial and results-driven, with a “Team” sales mindset.
• Excellent negotiation, communication, and presentation skills.
• Ability to thrive in a fast-paced, matrixed global organization.
• Strong business acumen with the ability to translate strategy into revenue outcomes.