Director, GSI Sales

Role summary

The Director, GSI Sales is a builder role responsible for creating and growing Calero’s strategic partnership with Accenture, a relationship that will be central to Calero’s growth in 2027 and beyond. You will own the Accenture relationship end to end, from global alliance leadership to regional practice partners: building joint go-to-market plans, getting Calero into Accenture’s client programs, and co-selling into the world’s largest enterprises.

This is a quota-carrying individual contributor role measured on partner-sourced and partner-influenced bookings.

Detail

Title

Director, GSI Sales

Reports to

SVP, Channels and International Sales

Location

Remote, US. Atlanta or Chicago preferred.

Team

Individual contributor (no direct reports to start)

Employment type     

Full-time, exempt

Travel

Up to 40%, including partner and client sites

About Calero

Calero helps enterprises manage and optimize their technology spend across telecom, mobility, cloud, SaaS and AI. Organizations around the world rely on Calero to gain visibility into their technology costs, control usage and reduce waste. Our partner ecosystem is central to how we reach the world’s largest enterprises, and our Accenture partnership is at the heart of that strategy.

Key responsibilities

Build and own the Accenture partnership

• Build Calero’s Accenture relationship from an early stage, establishing trusted ties with global alliance leaders, practice leads and client account teams.
• Identify the Accenture practices where Calero adds the most value.
• Negotiate and manage partner agreements, including referral, resale and managed-service models, working with Legal and Finance.

Joint go-to-market and pipeline generation

• Create and run the annual joint business plan, with targets for pipeline, bookings, certifications and joint wins.
• Build co-sell motions and joint offerings that package Calero into Accenture’s transformation programs.
• Lead joint account planning and pursuits with Calero’s enterprise sales teams and Accenture client partners.
• Drive partner-sourced pipeline through campaigns, events, executive briefings and targeted account programs.

Partner enablement

• Build Accenture practitioner capability through training, certification and sales playbooks.
• Work with Solutions Consulting to support partners on demos, solution design and proofs of concept.
• Get Calero written into Accenture solution blueprints, RFP responses and delivery frameworks.

Internal leadership and reporting

• Align direct sales, marketing, product and customer success around the Accenture partnership and clear rules of engagement.
• Forecast partner-sourced and partner-influenced revenue accurately in Salesforce.
• Share partner and market insight with leadership and product to shape roadmap and positioning.

Qualifications

Required

• 10+ years in enterprise software sales or alliances, including 5+ years managing Accenture as a partner from the software-vendor side.
• Existing, active relationships at Accenture at the practice-lead and partner level.
• A record of meeting or beating a partner-sourced revenue quota of several million dollars a year.
• Experience selling complex SaaS solutions to Fortune 1000 or Global 2000 buyers, including CIO, CFO and procurement leaders.
• Strong skill in negotiating partner agreements and building joint business plans.
• Clear executive presence, with excellent written, verbal and presentation skills.
• Bachelor’s degree or equivalent experience.

Preferred

• Experience building a GSI partnership from an early stage.
• Based in or near Atlanta or Chicago.
• Background in technology expense management (TEM), SaaS management, FinOps, IT asset management or IT financial management.
• Experience with hyperscaler co-sell programs (AWS, Microsoft, Google Cloud) or marketplace transactions.
• Familiarity with partner relationship management tools and Salesforce.
• Global or multi-region partner experience across North America and EMEA.

What success looks like in year one

Timeframe

Outcome

First 90 days

Map Calero’s priority Accenture practices, secure executive sponsorship and sign off a joint business plan with Accenture

6 months

Certified Accenture practitioners in place; first Accenture-sourced opportunities in active pipeline

12 months

Accenture-sourced and influenced bookings at or above target; a repeatable co-sell motion with Accenture; first joint wins in Global 2000 accounts

Targets for pipeline, bookings and certifications to be set with the hiring manager.

 Compensation and benefits

This role pays a competitive base salary plus variable commission tied to partner-sourced and partner-influenced bookings.

• Base salary range: $300k OTE

Equal opportunity

Calero is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other legally protected status. We provide reasonable accommodations to applicants who need them during the hiring process.