合作伙伴经理 - GSI

Description
Join Noma Security and help shape the future of AI security.
Noma is building the first comprehensive AI Security and Governance Platform, helping organizations adopt AI and LLMs with confidence and control. As AI becomes core to modern enterprises, we provide seamless visibility and protection across the entire AI lifecycle - from development to production and autonomous agents. Our team works at the intersection of AI, security, and cloud, shaping a new category in a fast-evolving market. At Noma, you’ll have the opportunity to make a meaningful impact while working with exceptional people on technology that truly matters.
In this role, you will be responsible for recruiting, signing, building, and scaling strategic partnerships with top Global Systems Integrators. You will create and implement a GSI partnership framework from the ground up, identifying and driving services programs, co-sell initiatives, executive alignment, and integration into large-scale digital transformation programs. This role is highly visible, cross-functional, and critical for expanding enterprise reach and generating partner-sourced revenue.
This is not a traditional reseller role. You will be responsible for building a "sell-with" and "influence" ecosystem, ensuring that the company is the preferred technology provider within the GSIs’ AI services, security, and transformation projects. Must understand how these firms operate, how their partners are incentivized, and how to position the company's solutions as a value-add to their service offerings.
🛠️ What You'll Do

• Build Noma's GSI partnership motion from scratch, establishing the frameworks, engagement model, and operating rhythm for global GSI partnerships.

• Own and grow relationships with existing GSIs (ATOS, GT) and recruit 2-3 new strategic partners from top-tier firms like Accenture, Deloitte, PwC, KPMG, NTT, or IBM.

• Build and maintain executive and VP-level relationships within each GSI, acting as the primary point of contact for all partner-related matters.

• Drive field alignment between enterprise sellers and GSI account teams to build joint pipeline and unlock co-sell opportunities in strategic accounts.

• Develop and execute joint business plans covering executive interlocks, enablement, certification, marketing, and solution integration for each partner.

• Partner with the SE organization to enable GSI technical and sales teams on Noma's architecture, differentiation, and positioning.

• Track partner performance, revenue attribution, and pipeline health, and report results to senior management on a regular cadence.

• Represent GSIs internally, shaping Noma's partner strategy and enterprise GTM alongside Sales, Marketing, and Product.

✅ What You Bring

• 5+ years of experience building Global System Integrator partnerships, with existing relationships at top-tier GSIs such as Accenture, Deloitte, PwC, IBM, NTT, ATOS, or Protiviti.

• Required: demonstrable track record of driving measurable influenced revenue or channel sales through GSI partnerships.

• Executive presence and strong negotiation skills, with proven success managing complex, large enterprise partner relationships.

• Experience building GTM programs and processes from the ground up in an early-stage environment, without relying on a large team to execute.

• Deep understanding of how GSIs operate and incentivize their teams, and how to position a technology partner as a value-add within their service offerings.

• Comfortable operating in a fast-paced, high-growth startup environment with high visibility and cross-functional exposure.

💙 Perks & Benefits:

• Comprehensive medical, dental, and vision coverage

• Home office setup reimbursement

• Short- and long-term disability insurance

• Life and accident insurance

• 401(k) retirement savings plan

• Unlimited paid time off (PTO) - We trust you to manage your time

• A warm, supportive, and people-first company culture

• A global work environment with teams across Tel Aviv, the US, the Netherlands, and London

• Equity options that let you share in Noma's growth and success

Originally posted on Himalayas