Partnerships Lead, GSIs
Remote • Foster City, CA • FullTime
Posted 3mo ago
Remote Work Policy
Fully remote
Employment Type
FullTime
Categories
Applied AI Engineer
About the job
Replit is seeking a Partnerships Lead, GSIs to build and scale relationships with the world's largest systems integrators. This high-impact role sits at the intersection of channel strategy, enterprise go-to-market, and ecosystem development, focusing on turning GSI relationships into a significant revenue channel. You will own how Replit engages with major GSIs, developing programs, partnerships, and co-sell motions. The ideal candidate understands the inner workings of GSIs, including their practice models, incentives, and organizational structures, and can establish the trust and commercial frameworks necessary to position Replit as a key platform in their delivery stack.
Responsibilities
- Own and develop Replit's GSI Channel program strategy, recruiting, enabling, and scaling GSI relationships.
- Serve as the primary relationship owner for key GSI partners, developing joint go-to-market plans, co-sell motions, and solution frameworks.
- Build and manage the partner enablement program, including training, certifications, and technical resources.
- Collaborate with Replit's Enterprise Sales team to identify and pursue co-sell opportunities.
- Develop joint solution offerings with GSI partners targeting specific use cases.
- Define and track partnership KPIs, reporting progress to leadership.
- Represent Replit at partner events and industry conferences.
- Negotiate partnership agreements, including commercial terms and co-marketing commitments.
Requirements
- 8+ years of experience in partnerships, channel sales, alliances, or business development, with a focus on GSI relationships.
- Proven track record of building and scaling GSI or large SI partnerships at a high-growth technology company.
- Deep understanding of GSI operations, including practice models, delivery structures, go-to-market motions, and decision-making processes.
- Experience developing joint solutions and co-sell motions with GSI partners that drove measurable pipeline and revenue growth.
- Strong executive presence and ability to build trust with senior leaders.
- Highly collaborative, with experience working cross-functionally.
- Comfort operating in a fast-paced, early-stage environment.
- Excellent communication and storytelling skills, able to articulate the value of AI-driven development.
- Bachelor's degree required; MBA or equivalent experience is a plus.
Benefits
- Competitive compensation, including equity
- Comprehensive benefits
- Flexible work arrangements
- 401(k) Program with a 4% match (US Only)
- Health, Dental, Vision and Life Insurance
- Short Term and Long Term Disability
- Paid Parental, Medical, Caregiver Leave
- Flexible Time Off (FTO) + Holidays
- Commuter Benefits (In-Office Only)
- Monthly Wellness Stipend
- Autonomous Work Environment
- In Office Set-Up Reimbursement (In-Office Only)
- Quarterly Team Gatherings
- In Office Amenities (In-Office Only)