synthesia - Principal Partner Manager, GSIs
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Requirements
• Deeply connected inside the GSIs. You don't have to start from cold outreach. You walk in with active, productive relationships with Partners, Practice Leads, and Alliance MDs at multiple top-tier GSIs, and you can light up the funnel from your first 90 days. • Output-oriented. You measure yourself in partner-sourced pipeline, partner-influenced bookings, and time-to-PO. You don't confuse activity with progress, and you push back on motions that don't move the number. • Intrinsically motivated. You operate with urgency and ownership, set ambitious targets, and do what it takes to land and expand. You don't wait for a playbook; you write one. • High EQ. You build trust across multiple stakeholders (partners, customer execs, internal AEs and CSMs), read the room, and defuse channel conflict while holding the line on standards. • Naturally curious. You dig beneath the surface, ask sharp questions that surface partner economics, practice incentives, and consultant motivations, and use the answers to move outcomes forward. You're particularly curious about Skills, an emerging category where the right point of view will define the partnership. • 7+ years of GSI/SI partner management experience in B2B SaaS, with direct ownership of named GSI relationships (Deloitte, Accenture, Capgemini, EY, KPMG, PwC, IBM, Wipro, TCS, Infosys, or peer firms). • Existing, active relationships with Partners, MDs, or Practice Leads inside at least two major GSIs that can be activated immediately. • Demonstrated track record of building partner-sourced and partner-influenced pipeline that contributed materially to a SaaS company's bookings; consistent attainment against partner-sourced quotas. • Experience embedding a SaaS product into a GSI's methodology, point-of-view, or transformation framework, not just signing partnership agreements. • Strong commercial negotiator, comfortable papering with large consulting firms and aligning Legal and Finance. • Executive presence; proven ability to influence Partner/MD-level at GSIs and VP/C-level at mutual customers. • London-based or willing to relocate to London. • Willing to travel 30-40% for partner summits, joint customer pursuits, and co-selling.
Responsibilities
• Land and grow strategic agreements with top-tier GSIs (Deloitte, Accenture, Capgemini, and select peers), with a primary focus on their Sales Transformation practices. • Get Synthesia Skills written into the GSI's standard methodology, point-of-view documents, and transformation playbooks, so consultants recommend Skills as part of every relevant engagement. • Build and own executive relationships with Practice Leads, Alliance MDs, and consulting Partners at named GSIs; quarterback exec-to-exec engagement at Synthesia. • Drive partner-sourced and partner-influenced pipeline that contributes materially to quarterly bookings; you own the number, not the activity. • Build the joint GTM playbook: solution plays, joint propositions, account-mapping motions, co-sell rules of engagement, and a clear path from GSI engagement to Synthesia bookings. • Stand up partner enablement that ships: practice-specific demos, certified consultants, and battlecards that move opportunities through the funnel. • Coach Synthesia field teams on co-selling with GSIs, including economic buyer access, multi-threading, and resolving channel conflict. • Negotiate commercial constructs (referral fees, rev share, MSAs, deal registration) with Legal and Finance. • Run the operating rhythm: forecasts, partner scorecards, QBRs with each GSI, and CRM hygiene on every partner-touched opportunity. • Scope to expand • Synthesia is in the middle of its largest transition yet: from single product to multiple, from selling seats to selling consumption, from creating videos to delivering agentic, interactive, conversational experiences that transform business communication.
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