Global GSI Alliance Manager

Location: Pune, India – Hybrid

Blancco’s Global Partner Alliances organization is a strategic pillar for Blancco’s continued growth, and we are looking for a dynamic, quota-carrying alliance seller who thrives in a fast-paced environment and can drive Blancco’s relationships with the world’s leading India Global System Integrators (GSIs) — making Blancco the de-facto data erasure solution embedded within their client engagements.
Join Blancco, where you’ll work in an inclusive, innovative, and environmentally conscious environment. We believe in work-life balance and value diverse perspectives, which contribute to our creative and collaborative workplace. Make a difference with us and help shape a more sustainable and secure future.

How you can make a difference:

We are seeking a dynamic Global GSI Alliance Manager to expand Blancco’s partnerships with the world’s top Global System Integrators and embed Blancco as the preferred data erasure solution within their infrastructure and end-client engagements. This is a quota-carrying role: you will own GSI co-sell opportunities end-to-end — from RFP through close — primarily co-selling with partners such as TCS and HCLTech (with Infosys and Wipro as developing relationships) into their enterprise end clients globally. You will be the front face of the partnership, supported by a solutions engineer on technical depth and guided by the Global Head for India GSIs on senior-stakeholder access and deal strategy.

Why Blancco?

At Blancco, we are passionate about making a difference in the world. We are a global leader in secure data erasure solutions, supporting the circular economy, promoting sustainability, and ensuring data security and privacy. Our team is dedicated to delivering innovative solutions that drive positive environmental impact and help organizations meet their sustainability goals.
Blancco makes a difference in the world:

• Supporting the world’s circular economy.
• Delivering positive environmental impact by enabling companies to meet and exceed their sustainability goals.
• Ensuring a safe and secure way to manage end-of-life data, reducing data security risks and meeting privacy requirements.

Responsibilities:

• Own GSI co-sell opportunities end-to-end — driving RFP deals from initial response (within SLA) through solution differentiation, negotiation, and close. Deal strategy and the partnership narrative are shaped together with the Global Head for India GSIs.
• Carry and deliver against a sales target across an identified set of GSI partners, weighted toward TCS and HCLTech.
• Maintain complete and accurate opportunity management in Salesforce, including status, close date, and amount fields across all opportunities.
• Own global deal flow — including end clients headquartered outside India — coordinating with regional Account Executives while retaining end-to-end ownership through close.
• Act as the front face of the partnership: navigate partner organizations from executive to delivery level, setting and leading senior meetings, with the Global Head opening senior doors and guiding the strategic “why.”
• Coordinate vendor registration and security questionnaire processes with the relevant Blancco teams.
• Manage the post-win relationship through quarterly account check-ins in coordination with Blancco Solutions Team and Support, ensuring satisfaction and identifying expansion.
• Drive the renewal motion, triggering the customer success and renewal process at least 90 days ahead of the contract end date.
• Identify and influence the Blancco solution and process changes needed to unlock growth within the GSI segment.

Experience:

• 7–10+ years of B2B software sales experience, with a track record of carrying and delivering against a quota. Cybersecurity or compliance domain experience preferred.
• Direct experience selling with or through Global System Integrators (GSIs). Existing GSI relationships are an advantage.
• Demonstrated ownership of complex, multi-stakeholder deals end-to-end — from RFP through negotiation and close.
• Proven ability to craft multi-million-dollar partner value propositions and engage credibly with C-suite executives.
• Strong consultative selling and executive relationship-building skills, particularly in technology and software.
• Disciplined CRM and pipeline hygiene (Salesforce), with solid documentation skills (Word and presentations).
• Global cultural awareness and willingness to work across multiple time zones, including US and EMEA business hours.
• Excellent problem-solving, influencing, communication, and organizational skills.
• Track record of delivering financial results alongside strong partner satisfaction.

This position will be based in Pune and will work on a hybrid basis. You will report to the Global Head for India GSIs.