[Hiring] Director, GSI Partnerships @Kiteworks

Role Description

This is an exciting opportunity to join a newly formed Strategic Partnerships organization at Kiteworks and lead strategic GSI partnerships that turn executive relationships into delivered joint solutions, repeatable practices, and new growth opportunities. This is not a sales role. It is a Strategic Partnerships role focused on building partner-led solutions, ecosystem leverage, and business opportunities through GSIs such as Accenture, Deloitte, Leidos, and Booz Allen Hamilton.

This person is expected to roll up their sleeves as part of the team, proactively anticipate what Kiteworks, GSI partners, and internal stakeholders will need next, and take action early so the partnership ecosystem is better prepared, better coordinated, and built to scale.

Reporting to the SVP, Strategic Partnerships and Strategy, the Director, GSI Partnerships executes Kiteworks' Global Systems Integrator (GSI) partnership strategy by building senior relationships inside priority GSIs and converting those relationships into joint solutions, field-ready practices, and measurable pipeline influence.

This leader works hand-in-hand with the Director, Technology Partnerships and Director, Partner Architecture to position Kiteworks plus partner integrated solutions with the GSIs. The role also collaborates with various teams to ensure GSI engagements are commercially sound, technically supportable, field-ready, and executed with clear ownership across teams.

Qualifications

• Executive Partnership Leadership: Ability to navigate complex, matrixed GSI organizations and build trust-based relationships up to and including the C-suite on both sides.
• Leverageable GSI Network: Existing executive relationships inside one or more major GSIs that can be used to open doors and accelerate partnership development.
• Practice and Solution Orientation: Track record of embedding a software platform into GSI practices, reference architectures, and delivery methodologies, not just signing partnership agreements.
• Federal and Public Sector Knowledge: Understanding government procurement, compliance requirements, and the role of systems integrators in public sector IT.
• Cross-Functional Leadership: Ability to align and mobilize internal teams across various departments around GSI partnership objectives.
• Modern Integration Awareness: Understanding of how APIs, MCP, AI Skills, and AI-driven workflows are reshaping joint GSI solutions and delivery models.
• Execution Excellence: Discipline in managing complex partner engagements with multiple concurrent workstreams, deliverables, and stakeholders.
• Business Acumen: Understanding of enterprise and federal sales cycles, channel economics, and partner-driven revenue models.
• 12+ years of experience in strategic alliances, partnerships, or systems integrator-facing roles, with a minimum of 5 years leading GSI relationships at a Director or Sr. Director level.
• Demonstrated track record in enterprise software, cybersecurity, or data protection of embedding a software platform into GSI practices and delivery methodologies.
• Existing executive-level relationships within one or more Tier-1 GSIs (e.g., Accenture, Deloitte, Leidos, Booz Allen Hamilton, KPMG, EY, PwC).
• Strong understanding of federal acquisition, contract vehicles, and public sector go-to-market motions.
• Familiarity with modern integration paradigms (APIs, MCP, AI Skills, and AI-driven joint solutions) is preferred.
• Bachelor's degree required; MBA or advanced degree preferred.

Requirements

• Strategic GSI relationship management
• Practice building and joint solution development
• Cross-functional execution
• Enablement of Sales, Channel, and Go-to-Market
• Federal and compliance alignment
• Executive alignment and reporting

Benefits

• Equity - stock options to share in company success
• Healthcare: 3 Cigna plans (PPO, EPO, HDHP), 90% covered (PPO/EPO) + $0 premium HDHP, $1,200–$2,400 HSA contribution, 100% covered dental & vision
• Savings & Retirement: FSA + Dependent Care FSA, 401(k) with 100% match (up to $5K), immediate vesting
• Coverage - Fully paid life & disability insurance
• Family Benefits: 16 weeks (birthing) / 8 weeks (non-birthing), $10K lifetime reimbursement fertility benefit
• Care & Support - One Medical membership + EAP counseling
• Time Off & Flexibility: Unlimited PTO + 10 holidays, 10 work-from-anywhere days
• Perks - Catered lunches + in-office massage days

Company Description

Kiteworks is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.

Other Requirements

• Ability to meet Kiteworks, customer, and/or government security screening requirements for this role.
• Kiteworks Background Check: This position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter.
• This role is open to individuals who already have U.S. work authorization. Visa sponsorship is not available for this position.