Global Head of GSI Partnerships

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
 

Apply today to help us achieve our mission.

Global Head of GSI Partnerships Position Summary:

We are seeking a dynamic and strategic Global Head of GSI Partnerships to lead our global engagement with the world’s top Systems Integrators (GSIs). This individual will be responsible for developing and executing a high-impact partner strategy that drives joint go-to-market success, co-innovation, and significant revenue contribution across our portfolio.

As a senior leader in the Global Channels & Alliances team, you both manage and support relationships with key technology GSIs (e.g., HCL, Wipro, TCS, Atos, Computacenter, Capgemini, etc.), shaping and executing joint value propositions, solution development, and large-scale co-sell motions globally. You will work closely with Sales, Product, Marketing, Operations and Customer Success to align strategies and deliver scalable, win-win partnerships.

What You'll Do:

• Build and execute a comprehensive GSI partner strategy to accelerate global growth and increase the Delinea solution set adoption across enterprise and public sector segments.

• Identify, prioritize, and manage strategic relationships with Tier 1 GSIs worldwide.

• Develop and evangelize compelling joint value propositions, reference architectures, and service-led offerings with GSI partners.

• Lead joint business planning, including sales targets, co-selling strategies, joint pipeline development, and territory alignment.

• Collaborate with GSI counterparts to launch co-branded services, industry-specific solutions, and global campaigns.

• Drive GSI-led demand generation, account mapping, and large opportunity pursuit.

• Partner with Product and Marketing to support solution integration, certification, and go-to-market readiness for GSI-aligned offerings.

• Coordinate with global and regional sales teams to ensure alignment and execution on co-sell opportunities and strategic pursuits.

• Influence internal resources to prioritize GSI requirements and remove roadblocks to execution.

• Define and track success metrics for GSI partnerships, including influenced revenue, pipeline growth, and partner engagement.

• Lead quarterly business reviews with executive stakeholders (both internal and within GSI organizations).

• Ensure accurate reporting and forecasting of partner-sourced and partner-influenced revenue.

What You'll Bring:

• 10+ years of experience in strategic alliances, global partnerships, or enterprise business development, preferably with direct ownership of GSI relationships.

• Deep knowledge of the cybersecurity industry, including current trends, customer challenges, and solution landscapes.

• Proven success building and scaling high-value partnerships with Tier 1 GSIs, including joint sales, solution development, and go-to-market execution.

• Strong executive presence and relationship-building skills across both internal and external stakeholders.

• Excellent program management, business planning, and financial modeling capabilities.

• Experience working in a high-growth, matrixed global organization.

Bonus if you Have:

• Prior experience working with or within global GSIs.

• Familiarity with complex enterprise sales cycles and co-sell motions.

• Strategic thinker with a bias for execution and results.

• Bachelor’s degree required; MBA or equivalent preferred.

Delinea Culture & Benefits:

Why work at Delinea?

• We’re passionate problem-solvers doing our part to make the world a safer place.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, generous discretionary time off (DTO), and paid company holidays. We support all families with paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.