GSI Partner Lead

About this job

Observe.AI is hiring a GSI Partner Lead for a full-time role based in Bengaluru. Observe.AI is an AI Agents platform for customer experience, providing specialized AI agents that autonomously execute work across the full CX lifecycle for global brands. In this individual contributor position, you will operate in a 0-to-1 environment to build and scale the Global System Integrator partner ecosystem. A normal day involves establishing relationships with leading GSIs like Accenture, Infosys, and TCS, creating joint go-to-market strategies, driving pipeline and revenue, building partnership playbooks, conducting partner meetings and enablement sessions, and collaborating closely with internal teams across Sales, Marketing, Product, and Customer Success to ensure repeatable business success.

Responsibilities

• Build GSI partnerships from 0 to 1 by identifying target partners and defining engagement models.
• Develop and execute joint go-to-market motions with GSI partners to generate pipeline and revenue.
• Collaborate with internal Sales teams to drive partner-sourced and partner-influenced opportunities.
• Design and execute partner enablement programs, sales training, and solution positioning assets.
• Act as the day-to-day business owner for assigned GSI relationships, leading meetings and reviews.
• Develop repeatable frameworks, playbooks, dashboards, and reporting mechanisms for partner performance.
• Proactively identify and remove blockers across internal and external stakeholder teams.

Requirements

• 6 to 10 years of experience in strategic partnerships, alliances, channel sales, or business development.
• Demonstrated experience building a GSI, channel, or strategic partner program from scratch in a high-growth setting.
• Proven experience working directly with Global System Integrators like Genpact, Infosys, TCS, and Wipro.
• Track record of converting partnerships into pipeline, revenue, or measurable business outcomes.
• Strong understanding of partner-led go-to-market, co-selling, and joint account planning.
• Excellent communication, presentation, stakeholder management, and executive presence skills.
• Hands-on, self-starter mindset with the ability to operate in ambiguity and build structure from scratch.

Good to have

• Experience in AI, SaaS, CCaaS, Contact Center, Conversational AI, or enterprise technology.

Who should apply

This role suits partnership professionals with substantial experience in strategic alliances and channel development who thrive in a hands-on, 0-to-1 startup environment. Candidates must have a strong background working directly with Global System Integrators and a proven ability to turn partnerships into measurable revenue. Freshers should not apply as 6 to 10 years of relevant experience is strictly required.

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