GSI Partner Director

📋 Description

• • As the GSI Partner Director for EMEA, you will be a pivotal strategic leader responsible for embedding Camunda’s cutting-edge enterprise agentic automation technology within the world's leading Tier 1 Global Systems Integrators (GSIs).
• • This is a high-visibility, individual contributor role, reporting directly to the Senior Manager, GSI Partners, offering a unique opportunity to shape and drive significant growth.
• • Your primary mission will be to define, develop, and execute comprehensive strategies that foster dedicated GSI practices and co-create innovative joint solutions, ultimately delivering transformative value to enterprise clients across the EMEA region.
• • You will collaborate closely with a cross-functional team, including GSI Partner Directors, Regional Partner Managers, Partner Marketing, and Sales teams, to accelerate Camunda’s Annual Recurring Revenue (ARR) growth through deep enablement, strategic investment, and robust alignment.
• • **Build the Practice:** You will lead the initiative to develop and scale specialized automation and orchestration practices within Tier 1 GSIs. This involves integrating Camunda’s technology into their core service offerings, thereby establishing Camunda as a foundational element of their client solutions and significantly boosting ARR.
• • **Strategic Development:** Craft and implement sophisticated partnering strategies. This includes negotiating mutually beneficial partnership models, articulating compelling joint value propositions that resonate with enterprise needs, and devising innovative Go-To-Market (GTM) initiatives that drive joint success.
• • **Enable and Activate:** Champion superior partner enablement by providing GSIs with in-depth education on Camunda’s unique value proposition and technological capabilities. Your efforts will ensure GSI teams are expertly equipped to identify, position, and successfully execute on potential Camunda-driven projects, acting as true extensions of Camunda’s sales and delivery teams.
• • **Drive Pipeline and Influence:** Proactively generate partner-sourced pipeline through meticulously planned new business initiatives and targeted marketing campaigns. You will also implement programmatic approaches to cultivate strong field-level relationships within GSIs, securing their advocacy and influence in critical enterprise deals.
• • **Deepen GSI Engagement:** Foster strong, collaborative relationships with key stakeholders within GSI organizations, from executive leadership to practice leads and account managers, ensuring Camunda remains a top-of-mind strategic partner.
• • **Market Intelligence:** Provide valuable insights into GSI strategies, market trends, and competitive landscapes within the EMEA region to inform Camunda’s overall partner strategy and product development.
• • **Solution Co-Creation:** Work with GSI technical and consulting teams to develop and refine joint solutions and accelerators that leverage Camunda's platform to address specific industry challenges and client needs.
• • **Performance Management:** Track, analyze, and report on key performance indicators (KPIs) related to GSI partner engagement, pipeline generation, and revenue contribution, making data-driven adjustments to strategy as needed.
• • **Advocacy and Thought Leadership:** Position Camunda as a leader in enterprise agentic automation, leveraging GSI relationships to amplify our message and drive broader market adoption.
• • **Cross-Functional Collaboration:** Act as a bridge between GSI partners and Camunda’s internal teams (Sales, Marketing, Product, Engineering), ensuring seamless communication and alignment to maximize partner success and customer satisfaction.
• • **Territory Planning:** Develop and execute strategic account plans for key GSI partners, identifying opportunities for expansion and deeper integration across their client portfolios.
• • **Deal Support:** Provide strategic guidance and support to GSI teams during the sales cycle, helping them effectively articulate Camunda’s value and navigate complex enterprise procurement processes.
• • **Enablement Program Design:** Contribute to the design and delivery of scalable enablement programs that equip GSI consultants and sales teams with the knowledge and skills to effectively sell and implement Camunda solutions.
• • **Community Building:** Foster a sense of community and shared success among GSI partners, encouraging knowledge sharing and best practice adoption.
• • **Innovation Catalyst:** Identify opportunities for innovation within GSI practices, encouraging the development of new use cases and service offerings built around Camunda’s platform.
• • **Customer Centricity:** Ensure all GSI partner activities are aligned with delivering exceptional value and outcomes for end customers, reinforcing Camunda’s commitment to customer success.
• • **Remote Work Excellence:** Thrive in a fully remote, global environment, demonstrating strong self-discipline, communication, and collaboration skills to achieve objectives without direct physical oversight.
• • **Continuous Learning:** Stay abreast of the latest developments in automation, AI, business process management, and GSI strategies to maintain a competitive edge and provide strategic guidance.
• • **Impactful Contribution:** Ultimately, your success will be measured by your ability to significantly contribute to Camunda’s ARR growth by building and nurturing a robust ecosystem of world-class GSI partners who are empowered to deliver transformative automation solutions to the market.