Director, GSI

Job description

Recruitment Fraud Alert We’ve learned that scammers are impersonating Commvault team members—including HR and leadership—via email or text. These bad actors may conduct fake interviews and ask for personal information, such as your social security number. What to know: • Commvault does not conduct interviews by email or text. • We will never ask you to submit sensitive documents (including banking information, SSN, etc) before your first day. If you suspect a recruiting scam, please contact us at wwrecruitingteam@commvault.com About Commvault Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks – keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data. The Opportunity: Global Alliance Director – Indian GSIs (Commvault) Position Title: Global Alliance Director – Indian Global System Integrators (GSIs) Location: India (Bengaluru, Mumbai, Delhi NCR, or Remote - India) 1. Executive Summary & Role Overview The Global Alliance Director – Indian GSIs at Commvault will be the strategic architect and executive leader responsible for defining, executing, and scaling our global go-to-market (GTM) strategy with top India-headquartered Global System Integrators (such as TCS, Infosys, Wipro, HCLTech, Tech Mahindra, LTIMindtree, and Cognizant). As enterprise data architectures evolve and cyber threats become increasingly sophisticated, Commvault sits at the center of critical data protection, cyber resilience, and cloud transformation. In this role, you will capitalize on this market momentum by embedding Commvault’s platform—including Commvault Cloud and our advanced cyber resilience capabilities—into the core Managed Services (MSP), Cyber Security, Cloud, and Infrastructure practices of major Indian GSIs. You will orchestrate C-level relationships, build high-margin "Cyber Resilience as a Service" or "Backup as a Service" (BaaS) offerings, establish repeatable co-selling motions, and drive global execution across North America, EMEA, and APAC. 2. Key Responsibilities Strategic Partnership & Executive Engagement • C-Level Relationship Management: Build and nurture executive-level trust across GSI CXOs, Business Unit Heads (Cybersecurity, Cloud, Infrastructure, Managed Services), and Global Delivery leads. • Joint Business Planning: Establish multi-year joint business plans setting measurable ARR/ACV targets, co-investment frameworks, practice commitments, and governance cadence. • Commvault Championing: Position Commvault as the preferred data protection and cyber resilience platform across GSI leadership and architectural review boards. Co-Innovation, Practice Building & Managed Services Solutions • "Powered by Commvault" MSP Solutions: Work directly with GSI CTO offices and practice leads to build, launch, and scale repeatable, high-margin Managed Services offerings (e.g., Cyber Resilience-as-a-Service, Cloud Migration & Protection, Ransomware Recovery). • Cyber Resilience Integration: Embed Commvault's automated recovery, threat detection, and cleanroom technology into GSI Security Operations Centers (SOCs) and Incident Response (IR) services. • Services Multipliers: Ensure GSI partners maximize their services revenue around Commvault platforms (advisory, implementation, transformation, and operational management). Go-to-Market (GTM) & Co-Sell Execution • Global Revenue Targets: Own and exceed global partner-sourced and partner-influenced Net New ARR targets derived from Indian GSIs. • Global Field Alignment: Create tight operational alignment between GSI Global Client Directors and Commvault field sales teams across the US, EMEA, and APAC for proactive account mapping and co-selling. • Mega-Deal & RFP Penetration: Ensure Commvault capabilities are embedded as the core data protection standard in GSI-led multi-million dollar IT transformation proposals, RFPs, and proactive pitches. Enablement & Competence Roadmap • Practice Readiness & CoEs: Build structured certification and enablement programs across GSI Centers of Excellence (CoEs) in India, training thousands of presales architects, delivery engineers, and SOC analysts on Commvault Cloud. • Delivery Excellence: Ensure high-quality deployment capabilities across partner teams to drive rapid time-to-value, strong customer retention, and expansion (NRR). 3. Key Performance Indicators (KPIs) • Revenue Growth: Global Partner-Sourced and Partner-Influenced Net New ARR/ACV via Indian GSIs. • MSP / "Powered By" Growth: Annual Recurring Revenue (ARR) generated through GSI-managed s