Director/Senior Director, GSI & Consultancy Partnerships
Director/Senior Director, GSI & Consultancy Partnerships
About HG Insights
HG Insights is the leader in technology intelligence, providing data-driven insights that help businesses make strategic decisions about technology investments and market opportunities. We transform raw data into actionable intelligence that drives revenue growth and competitive advantage for our customers.
The Opportunity
We're seeking a Director/Senior Director of GSI & Consultancy Partnerships to build, scale, and lead our go-to-market strategy with Global System Integrators and top-tier consultancies. This is a high-impact role where you'll create the playbook for how elite advisory firms leverage HG Insights as a foundational component of their GTM engagements—driving mutual growth through strategic partnership.
This is a category-defining builder role. You'll be the founding architect of our GSI & consultancy partnership function, establishing both the vision and the execution framework that will evolve into a strategic growth engine for HG Insights. You'll start hands-on—landing marquee partnerships, closing deals, and landing the model—while simultaneously building the systems and processes that will scale. This is an opportunity to be on the ground floor of what will become a critical revenue pillar for the company—with the resources, executive support, and strategic importance to make it successful.
What You'll Do
Own the Category Strategy & Business Outcomes You'll define and execute the complete GSI & consultancy partnership strategy, owning ambitious revenue targets, managing partnership investment decisions, and building the infrastructure for sustainable, profitable growth. You'll establish the KPIs, processes, and playbooks that transform partnerships from opportunistic to systematic.
Build a Revenue-Generating Partnership Engine
- Land new reseller agreements and project-based partnerships with top-tier GSIs and consultancies (Bain, BCG, KPMG, EY, Accenture, and similar firms)
- Drive direct partner revenue through sell-to/reseller commitments
- Orchestrate high-value co-sell motions with our direct sales team, maximizing sourced and influenced revenue
- Transform initial project wins into strategic, multi-year partnerships that compound value
Evangelize and Enable at Scale Position yourself—and HG Insights—as the essential technology intelligence partner for GTM advisory practices. Educate partner teams on how our data powers critical use cases: ICP analysis, account prioritization, territory planning, and buying propensity scoring for prospect and customer databases.
Operationalize for Scalability Create repeatable processes, co-sell playbooks, and partner enablement programs that turn one-off wins into predictable pipeline. Work cross-functionally with GTM, Product, Operations, Legal, and Finance to ensure seamless execution and exceptional partner experience.
Define Success & Build Accountability Establish the metrics that matter—from partnership health indicators to revenue contribution models. You'll own the framework for measuring partnership ROI, co-sell effectiveness, and overall program impact.
What You Bring
Proven Partnership Leadership
- 10+ years in B2B partnerships, alliances, or enterprise sales, with at least 5-7 years specifically building GSI and Consultancy partnerships
- Deep expertise navigating the organizational complexity of top-tier firms and building relationships with practice leads
- Track record of landing significant reseller/alliance agreements and achieving ambitious revenue targets through partners
- Experience building partnership strategies from the ground up and scaling them into mature, high-performing programs
Revenue Ownership & Execution
- History of owning and consistently exceeding multi-million dollar revenue targets across both direct partner sales and sourced/influenced pipeline
- Comfort with complex, long-cycle deal structures and multi-stakeholder decision processes
- Proven ability to orchestrate co-sell motions that drive mutual value and expand deal sizes
Domain & Market Knowledge
- Strong knowledge of the GTM technology stack landscape and how enterprises buy technology intelligence solutions
- Deep understanding of consultancy business models, engagement economics, and how partners create value for end clients
- Familiarity with Revenue Operations, Sales Ops, and Marketing Ops functions and pain points
- Existing relationships within GTM/RevOps practices at major consultancies (highly valued)
Operational Excellence & Leadership Readiness
- Builder mentality with a track record of creating scalable systems, processes, and frameworks from scratch
- Experience developing partner KPIs, compensation models, and performance frameworks
- Self-directed and exceptionally organized with relentless follow-through
- Skilled at cross-functional collaboration and rallying resources across matrixed organizations
- Ready to build and lead a team: while you'll start hands-on, you'll grow into managing direct reports as the function scales
Strategic & Hands-On You thrive operating at multiple altitudes—developing category strategy, running executive partner QBRs, and driving high-volume deal execution. You're energized by the ambiguity of building something new while delivering immediate business impact.
Where You'll Focus
Geographic Scope: Global partnerships with primary focus on North American practices initially, expanding to EMEA as the next priority region.
Your Partnership Team: You'll work in lockstep with a Partner Development Manager who serves as your operational right hand—managing execution of partner development tactics, coordinating co-sell activities, running partner programs, and ensuring seamless execution across the partner lifecycle. This structure allows you to grow and lead the business, nurture executive relationships, and deliver on revenue targets while ensuring we are operating effectively.
Nice-to-Haves
- Prior experience working inside a top-tier consultancy (you deeply understand their perspective and economics)
- Familiarity with Partner Relationship Management (PRM) platforms and partnership tech stack
- Experience in high-growth B2B SaaS or data/intelligence companies