Staff Global Systems Integrator Partnerships Manager

Global Systems Integrator (GSI) Partnerships Manager At Sanity.io , we’re building the future of AI-powered Content Operations. Our AI Content Operating System gives teams the freedom to model, create and automate content the way their business works. Accelerating digital development and super charging content operations efficiency. Companies like SKIMS , Figma , Riot Games , Anthropic , COMPLEX , Nordstrom and Morningbrew are using Sanity to power and automate their content operations. This role decides which of the world's largest systems integrators (SI), regional SIs and enterprise agencies build their next practice on Sanity. The biggest brands rarely take on AI content operations alone. They bring a GSI or enterprise agency to the table, and your job is to make sure that firm brings Sanity. You'll own the full motion for a focused set of tier-one firms: finding the right practices, earning executive sponsorship, signing the partnership, and getting each firm to its first sourced deal and first delivered project on Sanity. This is the role for someone who wants to build a channel, not inherit one. It's a senior, quota-carrying individual contributor role on the Channel Partnerships team, reporting to the Head of Channel Partnerships. You'll work closely with Sales, Solutions Engineering, Partner Marketing, and Customer Solutions, and you'll be the internal voice of the GSI partner in how we build programs, enablement and co-sell motions, and in how Sanity wins its largest customers. What you would do Recruit tier-one partners Build and run a target list of GSIs, RSIs and large agencies (e.g. Accenture, Deloitte, Publicis Sapient, Valtech, EPAM, Cognizant, UST), prioritized by fit with Sanity's ICP. Map each firm's digital experience, commerce, content, and AI practices; find the practice leads, alliance owners, and delivery heads who can make Sanity the AI Content Operating System behind their clients' AI content operations and agentic programs. Make the case for a Sanity practice: market demand, services revenue opportunity, and why every AI and agent project they deliver needs structured content underneath it. Negotiate partner agreements, tier placement and joint commitments with Sanity's Partnerships, Legal, and Finance teams. Onboard and activate Own each new partner from signature to first sourced opportunity and first live implementation, against a defined onboarding plan. Stand up a joint business plan per partner: target accounts, certification goals, practice build-out, marketing commitments, and quarterly pipeline targets. Run technical and sales enablement sessions with support from Solution Engineering and Revenue enablement: Sanity platform demos, specialized modules and use case trainings, content operations workshops, selling Sanity overviews, etc. Build repeatable onboarding playbooks in collaboration with cross-functional teams so the motion scales beyond the first wave of partners. Grow joint pipeline Run account mapping and co-sell motions with Sanity AEs; set rules of engagement and manage deal registration. Generate partner-sourced and partner-influenced pipeline against a quarterly target. Launch joint go-to-market: solution offers, co-hosted events, case studies and campaigns with Partner Marketing. Lead QBRs with partner executives and report pipeline, activation and practice health to Sanity leadership. Shape the program Bring GSI feedback into Sanity's partner program, tiering, incentives and product roadmap. Partner with RevOps to keep partner data clean and measurable in Salesforce and our partner tools. About you 8+ years in partnerships, alliances or channel at a SaaS company, with 5+ years working directly with GSIs, RSIs, or enterprise agencies A track record of recruiting tier-one SI partners yourself and turning them into partner-sourced revenue A network inside the major GSIs and agency holding companies: you know the practice leads, alliance directors, and delivery executives who decide where a firm invests Fluency in how SIs make money (practice economics, utilization, certifications) and what it takes for a firm to build a practice on a new platform Experience carrying a partner pipeline or revenue number and co-selling alongside enterprise AEs Exceptional communication skills: you can make the case for a Sanity practice to a managing director and hold your own with their solution architects Familiarity with content operations and curiosity about how structured content, AI and agents are changing the work partners deliver for their clients Comfortable building without a finished playbook. You've stood up partner motions, not only run mature ones Willingness to travel to partner offices and events (~25-40%) Nice to have Time spent inside a GSI or large agency Experience with hyperscaler co-sell motions (AWS, Google Cloud, Microsoft) Hands-on exposure to AI content workflows or agentic automation in enterprise client delivery You've worked with partners who build on