GSI Partner Lead

About Us Observe.AI is the AI Agents platform for customer experience, designed to help organizations deliver faster, smarter, and more efficient customer service at scale. The platform enables businesses to deploy specialized AI agents that autonomously execute work across the full CX lifecycle—from handling customer conversations to supporting frontline teams and optimizing operations. Each AI agent is purpose-built for a specific role, equipped to understand context, make decisions, take action, and continuously improve outcomes. This allows organizations to increase resolution speed, elevate service quality, and reduce operational costs while empowering your frontline team to focus on higher-value work. Built on a CX-native foundation, Observe.AI works with 300+ global brands in Financial Services, Insurance, Healthcare and Consumer Services, including brands like DoorDash, Affordable Care, to improve customer satisfaction, boost productivity, and deliver consistent, scalable performance across every customer interaction. Why Join Us As a GSI Partner Lead at Observe.AI, you will play a hands-on role in building and scaling our Global System Integrator (GSI) partner ecosystem. This is an individual contributor role for a partnership professional who can operate in a 0→1 environment, build programs from the ground up, and turn strategic partnerships into measurable pipeline and revenue. You will work closely with the leadership team across Strategic Alliances, Sales, Marketing, Product and Customer Success to establish relationships with leading GSIs, develop joint go-to-market motions, enable partner teams, and create the infrastructure required to scale the program. This is not a traditional partner coordination role. We are looking for someone who can roll up their sleeves, create the playbook, engage directly with partners, solve problems independently, and build a repeatable GSI business. What You’ll Be Doing Build & Scale GSI Partnerships • Build GSI partnerships from 0→1, including identifying target partners, developing relationships, defining engagement models and establishing joint business plans. • Develop and execute a GSI partner strategy aligned to Observe.AI's revenue and market expansion objectives. • Build relationships with senior stakeholders across GSIs such as Accenture, Infosys, Genpact, TCS, Wipro and similar global consulting and system integration organizations. • Identify opportunities to expand partner relationships across geographies, accounts and solution areas. • Establish the operating rhythm, governance, KPIs and processes required to scale the GSI program. Drive Joint Go-to-Market & Revenue • Develop joint GTM motions with GSI partners that generate qualified pipeline and revenue. • Identify target accounts and opportunities where the partner can influence, originate or accelerate Observe.AI business. • Work closely with Sales teams to develop joint account strategies and drive partner-sourced and partner-influenced opportunities. • Build and execute partner enablement programs including sales training, product demonstrations, workshops and solution positioning. • Create partner-facing business cases, pitch materials, solution collateral and other assets required to activate the ecosystem. • Track partner pipeline, revenue contribution, engagement and other KPIs, using data to identify gaps and improve performance. Be Hands-On with Partners • Act as a day-to-day business owner for assigned GSI relationships rather than relying on internal teams to execute partnership activities. • Conduct partner meetings, workshops, enablement sessions and business reviews. • Be comfortable demonstrating products, explaining value propositions and helping partners position Observe.AI with their customers. • Proactively identify and remove blockers across Sales, Marketing, Product and other internal teams. • Build relationships across multiple levels of the partner organization, from practitioners and delivery teams to sales leaders and executives. Build the Partnership Playbook • Develop repeatable frameworks for partner onboarding, enablement, opportunity identification, deal registration, pipeline tracking and joint business planning. • Establish dashboards and reporting to measure partner performance and ROI. • Document learnings and continuously improve the GSI engagement model. • Help define the broader channel strategy as the Observe.AI partner ecosystem scales. What You'll Bring To The Role • 6–10 years of experience in strategic partnerships, alliances, channel sales, business development or partner management. • Demonstrated experience building a GSI, channel or strategic partner program from scratch, preferably in a startup, scale-up or high-growth technology company. • Proven experience working directly with Global System Integrators such as Genpact, Infosys, Cognizant, TCS, Wipro, Capgemini or similar organizations. • A track record of converting partnerships into pipeline, revenue or measurable business outcomes. • Strong understanding of partner-led GTM, co-selling, partner enablement, joint account planning and channel development. • Experience creating partnership frameworks, playbooks, enablement programs and operating mechanisms rather than simply managing an established program. • Strong commercial orientation with the ability to understand revenue targets, pipeline, partner contribution and business economics. • Excellent communication, presentation and stakeholder management skills, with the confidence to engage with both operational teams and senior executives. • Strong executive presence, professional body language and the ability to build credibility quickly with external partners. • Hands-on, self-starter mindset with a strong bias toward action and the ability to unblock yourself without depending heavily on other teams. • Comfortable operating in ambiguity and building structure where processes do n