Director of SI Partnerships
At ClickUp, we’re not just building software. We’re architecting the future of work! In a world overwhelmed by work sprawl, we saw a better way. That’s why we created the first truly converged AI workspace, unifying tasks, docs, chat, calendar, and enterprise search, all supercharged by context-driven AI, empowering millions of teams to break free from silos, reclaim their time, and unlock new levels of productivity. At ClickUp, you’ll have the opportunity to learn, use, and pioneer AI in ways that shape not only our product, but the future of work itself. Join us and be part of a bold, innovative team that’s redefining what’s possible! 🚀
About the Role
ClickUp is launching a new initiative to build our Systems Integrator (SI) ecosystem in North America from the ground up. As the founding Director of SI Partnerships, you will design and lead the go-to-market strategy with both National and Regional SIs who specialize in AI-powered transformation. You will build the operating model end to end—from partner selection and onboarding through joint solution development, co-selling, and post-sale expansion.
Your mandate is to turn SI partnerships into a repeatable growth engine that drives a meaningful share of our Enterprise and upper mid-market pipeline and ARR in North America. You’ll define what success looks like, build the metrics and processes to measure it, and work cross-functionally with Sales, Marketing, Customer Success, and Product to make SI-led motions a core part of how ClickUp goes to market.
We are looking for a builder-leader who embodies ClickUp’s values: obsessed with winning, relentlessly focused on effectiveness, and taking full ownership of outcomes. You operate comfortably at both strategic and hands-on levels and inspire partners and internal teams alike.
Mission
Own and scale ClickUp’s North America SI partnership program into a repeatable, data-driven growth engine that consistently generates high-quality pipeline and revenue while deepening customer value through AI-powered solutions.
What You’ll Do
Design, launch, and own ClickUp’s North America SI partnership program, including strategy, structure, and operating rhythms, with an obsessive focus on effectiveness, pipeline impact, and revenue.
Identify, recruit, and onboard Tier 2 and Tier 3 SIs in North America with established AI practices, leveraging your network and industry credibility to build a high-quality, high-impact partner portfolio.
Develop and execute joint go-to-market plans with priority SIs, including co-selling motions, packaged solutions, and enablement initiatives that drive SI-sourced and SI-influenced opportunities.
Serve as a trusted advisor and primary point of contact for SI partners, driving alignment on target markets and plays, ensuring mutual value creation, and obsessing over long-term partner success and satisfaction.
Collaborate cross-functionally with Sales, Product, Marketing, Customer Success, and Professional Services to embed SI partners into key plays, accelerate deal cycles, and deliver exceptional customer outcomes.
Establish and own KPIs, forecasting, and reporting for SI performance—including partner engagement, pipeline contribution, win rates, and revenue—and continuously refine the program based on data and feedback.
Represent ClickUp and our SI ecosystem at industry events, conferences, and partner forums, elevating our brand and thought leadership in the AI and SI community while sourcing new, high-potential partners.
Monitor market trends, competitive dynamics, and partner feedback to refine the SI strategy, improve program design, and ensure ClickUp maintains a best-in-class SI program in North America.
What We’re Looking For
7+ years of experience in partnerships, business development, or channel leadership for SaaS, including meaningful time owning SI or services-led motions.
Proven track record building and scaling SI or partner programs from inception at a high-growth software company, ideally as a founding or early leader.
Extensive, actively maintained network of Tier 2 and Tier 3 SIs in North America—especially those focused on AI, data, automation, or digital transformation—with a strong reputation as a trusted, credible partner.
Deep understanding of the SI business model and P&L, the AI solution landscape, and the technical and organizational environments in which SIs operate.
Strategic, systems-level thinker with hands-on execution chops—able to set vision, design operating models, and drive day-to-day execution in a fast-paced, ambiguous environment.
Exceptional communication, negotiation, and executive presence; comfortable influencing C-level leaders at both ClickUp and partner organizations, as well as coaching field and partner-facing teams.
Builder-mindset self-starter with a passion for creating new programs, learning from experiments, and iterating quickly based on data and partner feedback.
Obsession with delivering value, effectiveness in execution, and a strong sense of ownership over outcomes for ClickUp, our partners, and our customers.
Data-driven operator with experience defining, instrumenting, and reporting on SI-sourced and SI-influenced pipeline and revenue KPIs.
Willingness to travel across North America to meet with partners, customers, and internal teams as needed.
Location
This role is based in the United States and will focus on building and supporting SI partnerships across North America.
Ability and willingness to travel across North America as needed for partner meetings, customer engagements, and key internal events.
Unsure if you meet all the qualifications of this job description but are deeply excited about the role? We hire based on ambition, grit, and a passion for improving the way people work. If you think ClickUp is the company for you, we encourage you to apply!
At ClickUp, we assess every candidate based on the potential impact they can have. We hire the best people for the job and support each person’s journey to build their boldest career.
Equal Opportunity Employer
ClickUp is an Equal Opportunity Employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.
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