Director, Strategic Partners, GSI

Role Overview

• Own the Global System Integrator Partner Ecosystem
• Identify, recruit, and grow partnerships with top-tier GSIs across advisory, integration, managed security services, and cyber practices
• Serve as the primary point of contact for assigned GSI global and regional stakeholders
• Build strategic relationships across practices including Cyber Defense, Resilience, Incident Response, Cloud Transformation, and MSSP
• Shape Halcyon’s GSI partner strategy, including global frameworks, regional activation plans, and joint go-to-market motions
• Build, Enable & Scale GSI Go-To-Market Motions
• Develop repeatable and scalable workflows for GSI-led sales, delivery, and managed services adoption
• Drive integration of Halcyon into GSI solution architectures, service catalogs, and cyber transformation offerings
• Lead development of partner playbooks, training content, reference architectures, and GTM enablement
• Partner cross-functionally with Product, Sales Engineering, and Marketing to ensure GSIs are technically capable and commercially enabled
• Drive Global Co-Sell Execution & Field Alignment
• Collaborate with Halcyon global sales teams to execute co-sell opportunities sourced or influenced by GSIs
• Work directly with GSI pursuit teams on strategic enterprise opportunities, including RFP responses, solutioning, and executive briefings
• Support CISO
• and board-level conversations with GSI leaders to position Halcyon as the preferred anti-ransomware platform
• Influence large multi-year transformation programs where Halcyon can be embedded as a core resilience layer
• Pipeline Ownership, Revenue Impact & Partner Reporting
• Own partner-sourced and partner-influenced pipeline, revenue targets, and forecast accuracy for assigned GSIs
• Track deal progression, co-sell performance, partner certification, and engagement health
• Provide consistent reporting to partnership leadership and executive stakeholders
• Evaluate GSI performance, identify growth opportunities, and drive accountability around revenue outcomes

Requirements

• 7–10+ years building, managing, or selling through global system integrators or large advisory firms
• Direct experience with Accenture, Deloitte, PwC, KPMG, EY, NTT, Capgemini, or similar GSIs
• Proven ability to drive revenue at scale through large, complex partner ecosystems
• Strong understanding of enterprise cybersecurity, ideally in ransomware defense, endpoint security, detection/response, or resilience
• Ability to influence senior partner stakeholders across global and regional levels
• Strong executive presence with credibility among CISOs, GSI practice leaders, service owners, and delivery architects
• Experience building joint offerings, solution integrations, go-to-market plans, and co-sell motions
• Excellent cross-functional leadership skills, especially across Sales, Product, Marketing, Legal, and Sales Engineering
• High judgment, professionalism, and ability to operate in complex enterprise environments and multi-stakeholder opportunities

Tech Stack

• Cloud
• Cyber Security
• Go

Benefits

• Free comprehensive healthcare (medical, dental, and vision) with premiums paid in full for employees and dependents
• 401k plan with a generous employer contribution
• Short
• and long-term disability, basic life, and AD&D insurance
• Medical and dependent care FSA options
• Flexible PTO policy
• Parental leave
• Generous equity offering