Sales & Revenue - Solution Engineering & Presales
Director of SI
Director
Independently auditedProves the product actually solves the buyer's problem. Owns a multi-team area, its strategy, its budget, and its operating model.
Audited package
Built, independently audited role package. Everything on this page is written for this seat.
Your Stack (Swappable)
This role works against whatever tools you already run. We list the tool categories the role operates in, never a named vendor, so you are never asked to replace a system that works.
- Capability area
- PRM / Partner Portal
- Ecosystem & Co-sell
- CRM
- Partner marketing and programs
- Contract Lifecycle (CLM)
- Planning and finance
- Analytics & BI
- Team Chat & Collaboration
Deliverables
- Demo scripts
- Technical discovery notes
- Proof-of-concept plans
- Security questionnaire responses
Responsibilities
- Set the SI portfolio strategy, partner segmentation, recruitment and exit criteria, and investment thesis
- Own joint business planning, co-sell programs, account mapping, registration, attribution, and partner-sourced revenue targets
- Lead SI partner managers through mandates, partner-book execution, performance, development, and succession
- Govern partner activation across sales, marketing, technical readiness, executive sponsorship, and customer delivery
- Allocate approved budget and program investment based on incremental revenue, capability, coverage, and strategic fit
- Resolve channel conflict, ownership, attribution, and field-alignment issues through defined governance
- Partner with SI Partner Solutions, Sales, Marketing, RevOps, Finance, Legal, Product, Services, and Customer Success
- Escalate contracts, economics, policy, product, legal, security, and executive decisions with clear options
The essence of this seat
The Director of SI is the director who owns the systems-integrator partnership portfolio from the GTM and commercial side, including SI strategy, partner segmentation, joint business plans, co-sell programs, partner-sourced revenue, attribution, investment, and SI partner managers.
Signature move
Start from SI partner portfolio strategy and co-sell revenue plan and confirm its source, freshness, scope, owner, definitions, assumptions, decision status, and missing evidence before accepting a conclusion
What good looks like
source discipline, authority clarity, calibrated uncertainty, and practical use of the SI Portfolio Strategy at director of the systems-integrator partnership portfolio from the commercial and go-to-market side, leading SI partner managers
Decision rights
- - the SI partner portfolio strategy, segmentation, investment, joint business planning, co-sell operating model, partner-sourced revenue plan, and manager team
- - the commercial governance for partner recruitment, activation, account mapping, registration, attribution, executive relationships, and portfolio performance
- - the SI manager organization, budget allocation, performance, development, succession, and alignment with technical partner-solutions leadership
Working vocabulary
What this role does
The Director of SI is the director who owns the systems-integrator partnership portfolio from the GTM and commercial side, including SI strategy, partner segmentation, joint business plans, co-sell programs, partner-sourced revenue, attribution, investment, and SI partner managers. It is a Director seat operating at director of the systems-integrator partnership portfolio from the commercial and go-to-market side, leading SI partner managers. Its defining outcome is the SI ecosystem produces incremental, attributable revenue and credible customer delivery through a focused partner portfolio, aligned field motions, and explicit commercial and technical ownership. The work is anchored in the role-specific record SI partner portfolio strategy and co-sell revenue plan, because that record makes claims, assumptions, decisions, ownership, capacity, manager work, and unresolved risk inspectable. This seat owns the SI partner portfolio strategy, segmentation, investment, joint business planning, co-sell operating model, partner-sourced revenue plan, and manager team, the commercial governance for partner recruitment, activation, account mapping, registration, attribution, executive relationships, and portfolio performance, and the SI manager organization, budget allocation, performance, development, succession, and alignment with technical partner-solutions leadership. It advises on the CRO or Partnerships executive on SI portfolio, market coverage, investment, partner economics, and revenue contribution and Sales, Marketing, Revenue Operations, Finance, Legal, Product, and SI Partner Solutions leaders on joint GTM and partner decisions. It escalates partner contract, discount, revenue share, market-entry, exclusivity, legal, security, product, or company channel-policy decisions, material customer, financial, brand, conflict, or partner-conduct risk, and formal people, budget, and executive decisions outside delegated authority. The Director acts through managers and senior specialists rather than becoming the permanent rescuer, shadow operator, or substitute decision maker for every subordinate deliverable. Against SI Partner Manager, Corporate, This Director owns the SI portfolio strategy, manager team, budget, and partner-sourced revenue model; the SI Partner Manager owns a defined portfolio and its day-to-day joint plans and co-sell execution. Delegate partner-book execution to T050 while retaining segmentation, investment, manager performance, and portfolio decisions. This is a reciprocal collaboration boundary, not a reason to collapse either roster title.
Best-fit customer
presales teams that need consistent technical discovery and demo quality across a growing pipeline
Need more than one role?
Buying the whole team or the complete department lowers your effective cost per role at every tier of the ladder.