Director, GSI

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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 companys 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)

• 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 Commvaults 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.

• Key Responsibilities

• 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.

• 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 Commvaults 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).

• 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.

• 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).
• 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 service offerings.
• Pipeline Generation: Multi-million-dollar pipeline established via joint GTM plays and account mapping.
• Practice Depth: Number of certified Commvault architects and practitioners across Indian GSI delivery centers.
• Joint Solutions Launched: Execution and market launch of co-developed cybersecurity and data resilience solutions.
• Required Qualifications & Experience
• Total Experience: 15+ years of enterprise software/cloud sales, alliance leadership, or business development experience.
• GSI Track Record: 7+ years of direct experience building and scaling global alliance partnerships with top Indian GSIs (e.g., TCS, Infosys, Wipro, HCLTech, Tech Mahindra, LTIMindtree, Cognizant).
• Domain Expertise: Strong background in enterprise storage, data management, cloud security, cyber resilience, backup/disaster recovery (DR), or SaaS platforms.
• Executive Presence: Proven ability to engage, negotiate, and inspire senior executives and practice leads within Indian GSIs.
• Commercial Acumen: Deep understanding of GSI business models, including MSP/consumption frameworks, outcome-based pricing, and co-selling mechanics.
• Global Matrix Management: Demonstrated success in bridging India-based delivery/alliance teams with field sales organizations across North America, EMEA, and APAC.
• Education: Bachelors degree in Computer Science, Engineering, or Business; MBA preferred.
• Preferred Competencies & Culture Fit
• Cybersecurity & SaaS Literacy: Familiarity with the modern threat landscape (ransomware, zero-trust, cloud security) and SaaS delivery models.
• High Cultural & Operational Nuance: Strong understanding of Indian GSI matrix organizational structures, delivery center metrics, and partner margin levers.
• Growth Mindset: Energy, agility, and grit to operate in a fast-paced, high-growth environment.
• Global Mobility: Ability to travel across major India tech hubs (Bengaluru, NCR, Mumbai, Hyderabad) and internationally for executive QBRs and global events.

Commvault is an equal opportunity workplace and is an affirmative action employer. We are always committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status and we will not discriminate against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we work.

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