Director, Strategic Partners - TCS

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Strategic Partners - TCS based in United States. This is a senior, quota-carrying sales leadership opportunity focused on building and scaling business with the world’s largest systems integrators. You will drive net-new customer acquisition while developing strategic partnerships that expand consumption, sell-through, and sell-with opportunities. The role combines enterprise sales ownership with deep collaboration across alliances, services, field teams, and partner organizations. You will build trusted relationships with business and technical leaders and establish champions throughout complex partner accounts. Success requires a strong understanding of structured enterprise sales methodologies and the ability to operate in a highly collaborative environment. The position offers significant visibility and responsibility within a fast-growing cloud and AI security organization. Frequent travel across the Americas and, when required, to India is an integral part of building strategic partner relationships.

Own a direct revenue quota and drive net-new logos among the world’s largest global systems integrators. Develop and execute strategic sales plans for major systems integrator and partner accounts. Build comprehensive go-to-market strategies that connect direct sales with partner consumption, sell-through, and sell-with motions. Establish trusted relationships and executive-level connections across strategic partner organizations. Develop strong champions at both business and technical levels within target accounts. Collaborate closely with the Systems Integrator Alliances organization to align account strategies and commercial priorities. Partner with practice-building and consulting teams to develop opportunities involving advisory, implementation, sell-with, and sell-through services. Coordinate internal field, partner, and specialist teams to create an integrated partner sales engine. Identify opportunities to expand relationships and increase adoption across strategic partner organizations. Manage sales activities in alignment with the organization's core value-based sales methodology. Maintain a disciplined approach to opportunity development, qualification, progression, and closing. Ensure internal consumption initiatives translate into external partner adoption and revenue opportunities. Develop account plans that align partner capabilities, customer needs, and business objectives. Collaborate cross-functionally with sales, alliances, services, and supporting functions to remove barriers and accelerate opportunities. Maintain strong visibility into pipeline, revenue opportunities, and strategic account performance. Represent the partner perspective internally and help coordinate resources around high-value opportunities. Demonstrate leadership through strong teamwork, integrity, accountability, and support for field and partner teams. Travel regularly throughout the Americas and to India when business needs require in-person engagement. Requirements: Demonstrated expertise and success selling to systems integrator development organizations. Proven track record of consistently achieving or exceeding sales quotas. Experience selling to some of the world’s largest partner and managed security service provider organizations. Direct experience carrying a sales quota in enterprise technology or cybersecurity environments. Strong understanding of systems integrator business models, partner ecosystems, and enterprise technology services. Experience operating successfully within MEDICC-driven sales organizations and structured sales methodologies. Demonstrated ability to develop strategic account plans and establish comprehensive sales strategies. Strong enterprise relationship-building skills, with the ability to engage business, technical, and executive stakeholders. Proven ability to collaborate effectively across internal sales, alliances, services, and partner-facing teams. Strong organizational and planning skills, particularly when managing complex enterprise opportunities and multiple stakeholders. Demonstrated leadership that promotes teamwork, integrity, accountability, and strong support for field and partner organizations. Experience with leading SaaS or cybersecurity organizations is preferred. Previous experience in early-stage or high-growth technology companies is preferred. Strong track record of developing and executing sales strategies in rapidly evolving environments is preferred. Bachelor’s degree in business, technology, or a related field is preferred. Willingness and ability to travel weekly throughout the Americas and, as required, to India. Legal authorization to work in the United States without visa sponsorship. Benefits: Base salary of $236,400–$276,000 USD. Additional bonus opportunity. Equity compensation. Comprehensive employee benefits. Compensation may vary based on work location, job-related skills, experience, education, training, and other relevant factors. Opportunity to participate in a high-growth cloud and AI security business. Significant exposure to strategic enterprise accounts and global systems integrators. Opportunity to work cross-functionally across sales, alliances, services, and partner organizations. Remote work environment with substantial travel across the Americas and, when required, India. Opportunity to influence partner go-to-market strategy, consumption, and enterprise growth. Application deadline: September 30, 2026.

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