Director of SI Partnerships

📋 Description

• • ClickUp is revolutionizing the future of work by offering a unified AI workspace that integrates tasks, documents, chat, calendar, and enterprise search, all enhanced by context-aware AI. We empower millions of teams to overcome work sprawl, eliminate silos, and achieve unprecedented productivity. As the founding Director of SI Partnerships, you will be instrumental in building our Systems Integrator (SI) ecosystem in North America from the ground up, establishing a critical new growth engine for our company.
• • This is a unique opportunity to design and lead the go-to-market strategy for our SI partnerships, focusing on both National and Regional SIs with deep expertise in AI-powered digital transformation. You will be responsible for architecting the entire operating model, from the initial partner identification and rigorous onboarding process to fostering joint solution development, enabling co-selling motions, and ensuring post-sale success and expansion.
• • Your primary mission is to transform SI partnerships into a predictable and scalable revenue stream, contributing a significant portion of our pipeline and Annual Recurring Revenue (ARR) from the Enterprise and upper mid-market segments in North America. You will define what success looks like for this program, establish the key performance indicators (KPIs) and processes necessary to measure progress, and collaborate closely with our Sales, Marketing, Customer Success, and Product teams to integrate SI-led strategies into ClickUp's core go-to-market approach.
• • We are seeking a visionary leader with a builder's mentality, someone who embodies ClickUp's core values: an obsession with winning, a relentless focus on effectiveness, and an unwavering commitment to taking full ownership of outcomes. You should be comfortable operating at both the strategic and hands-on levels, capable of inspiring and motivating both our internal teams and our valued SI partners.
• • Key Responsibilities:
• • Strategize, launch, and own the North America SI partnership program, meticulously designing its structure, operating rhythms, and go-to-market plans with an obsessive focus on driving pipeline, revenue, and overall program effectiveness.
• • Proactively identify, recruit, and onboard high-caliber Tier 2 and Tier 3 SIs across North America, prioritizing those with established and forward-thinking AI practices. Leverage your extensive network and industry credibility to cultivate a portfolio of partners that are both high-quality and high-impact.
• • Develop and execute comprehensive joint go-to-market plans with key SI partners. This includes defining and enabling co-selling motions, creating compelling packaged solutions, and implementing targeted enablement initiatives designed to generate and accelerate SI-sourced and SI-influenced opportunities.
• • Act as the primary point of contact and trusted advisor for SI partners, fostering deep alignment on target markets, strategic plays, and mutual value creation. Your focus will be on ensuring long-term partner success, satisfaction, and growth.
• • Drive seamless cross-functional collaboration with Sales, Product, Marketing, Customer Success, and Professional Services teams. Your efforts will be crucial in embedding SI partners into key go-to-market plays, shortening sales cycles, and ensuring the delivery of exceptional, AI-powered customer outcomes.
• • Establish, manage, and report on critical KPIs for SI performance, including partner engagement levels, pipeline contribution, opportunity win rates, and revenue generation. Continuously analyze data and gather feedback to refine and optimize the program.
• • Represent ClickUp and our burgeoning SI ecosystem at prominent industry events, conferences, and partner forums. Your presence will elevate our brand, enhance our thought leadership in the AI and SI space, and help identify new, high-potential partners.
• • Stay abreast of evolving market trends, competitive landscapes, and partner feedback to proactively refine the SI strategy, enhance program design, and ensure ClickUp maintains a leading, best-in-class SI program in North America.
• • Foster a culture of innovation and continuous improvement within the SI program, encouraging experimentation and data-driven iteration to maximize partner and company success.
• • Champion the value proposition of ClickUp's AI-powered workspace to SI partners and their clients, articulating how our solutions can drive significant digital transformation and business value.
• • Build strong relationships with SI partner leadership, understanding their business objectives and aligning ClickUp's partnership strategy to support their growth and success.
• • Develop and implement partner enablement programs that equip SIs with the knowledge, skills, and resources needed to effectively position, sell, and implement ClickUp's solutions.
• • Track and analyze the health of the SI partner ecosystem, identifying areas for growth, potential risks, and opportunities for deeper collaboration.
• • Contribute to the overall product strategy by providing insights from the SI partner ecosystem regarding market needs, competitive offerings, and potential feature enhancements.
• • Ensure a consistent and positive partner experience throughout the entire lifecycle, from initial engagement to ongoing collaboration and expansion.