Director, Consulting & SI Partnerships


U.S. - Remote Remote

Full time

Nov 4

Why Gainsight?

At Gainsight, our mission is to be living proof you can win in business while being human first. Our values — Golden Rule, Success for All, Child-like Joy, Shoshin, and Staying Thirsty — guides us towards that mission.  

Gainsight is the leader in customer success and product experience software. The Gainsight Customer Cloud offers everything your business needs to retain customers and drive growth in the age of the customer. As the first cloud of its kind, Gainsight brings together the required technologies to deliver a superior post-sale experience, ensuring customers easily adopt products they’ve purchased and achieve their desired business outcomes in partnership with their vendor. Gainsight joined the Vista Equity Partners portfolio in 2020.

Leading companies such as LinkedIn, Adobe, Tableau, Splunk, and Box choose Gainsight culminating in our recognition as one of the top 100 private cloud companies in the world by Forbes, one of the fastest-growing private companies in America by Inc. Magazine, and as one of 20 Great Workplaces in Tech by Fortune Magazine. Gainsight’s CEO, Nick Mehta, has been recognized as one of the Top SaaS CEOs in America and EY’s Entrepreneur of The Year. The company has offices in California, Phoenix, St. Louis, London, and India. Gainsight is a remote-friendly workplace. Gainsight was recognized as one of the Best Work-From-Home companies in 2021.

With diversity and inclusion at the forefront of Gainsight’s core values, we promote a culture that celebrates diversity and inclusiveness regardless of, but not limited to, race, gender, sexual orientation, family status, religion, ethnicity, national origin, physical disability, veteran status, or age. By joining the Gainsight team, you’ll be playing a significant role in our growth, having an opportunity to put your fingerprints on our next phase of scale and customer impact, giving you the opportunity to apply and grow your expertise.

Job Description 

The Director, Consulting & SI Partnerships at Gainsight is a critical member of the Business Development and Partnerships Team, reporting directly to the VP of Business Development and Partnerships. You will be the main stakeholder responsible for acquiring, growing, and engaging our consulting partners in driving new opportunities, implementation support and sponsorship dollars to our Gainsight Sales, Marketing and Services teams. In order to achieve this success, you will leverage your previous sales team leadership and partnership development experience, strong communication/written skills, relationship building prowess and negotiation expertise.

What You'll Do

  • Increase sales revenue from strategic partners in the areas of Strategy / Management Consulting and Global System Integrators
  • Build an automated, scalable and rewarding set of systems and processes for engaging a community of consulting partners in the exchange of value
  • Negotiate and execute new partnering agreements that drive growth and customer success for Gainsight and our partners
  • Collaborate with sales leadership and sales reps to effectively engage partners in new and existing sales opportunities to influence deal closure
  • Develop joint solutions with partners that provide a unique value proposition leading to growth in existing and new industry markets
  • Educate the internal Client Success and Global Strategic Advisory Services Teams and promote the use of our consulting partners with our client base
  • Coordinate sponsorship and participation in regional and national events from the Gainsight Partner community
  • Manage a team of cross-functional internal resources in the area of sales, marketing, product development, services, customer success, and finance to support the consulting & SI partner community
  • Create a brand and culture for the Gainsight consulting partners that matches or surpasses the Gainsight brand in engagement, loyalty, prestige and value

Success Metrics and Projects

In your first 12 months in this role, the following will be the metrics and projects used to measure performance:


  • Qualified leads sourced by Consulting & SI Partners
  • Closed-won opportunities sourced by Consulting & SI Partners
  • Closed-won opportunities influenced by Consulting & SI Partners
  • In-market partner solutions
  • Net new software ARR delivered by Consulting & SI Partners


  • Documented end to end process for Consulting & SI Partners path to value – from identification to productive contributor
  • Partner development plans for target partner prospects and priority active partners
  • Partnering playbook for Gainsight sales, services, and customer success teams to ensure partner

Required skills

What We're Looking For

  • 5+ years of experience in sales leadership and partner building in SaaS
  • Experience with blue-chip professional services and management consulting firms, customer success, business development
  • In-depth knowledge and experience with operationalizing and scaling partner engagement systems and processes
  • Experience with spearheading initiatives with cross-functional teams on a number of concurrent engagements
  • Record of professional achievements with a track record of delighted, successful, and satisfied customers
  • Proficiency and confidence in communicating with stakeholders ranging from C-level to highly technical
  • Executive presence, strong communication, consultative and leadership skills
  • Ability to create structure in ambiguous situations and design effective processes
  • Experience in working with complex, multi-divisional, multi-geographical partners
  • Capability to be dynamic and adapt quickly in a fast-paced environment
  • Passion to be an expert on the product and for being part of a fast growing company
  • BA/BS degree or equivalent

Job Benefits

At Gainsight, our mission is to be living proof you can win in business while being human first. 

Your job should never be a barrier to your happiness—it should be an avenue to achieve it. At Gainsight, we’re passionate about achieving our goals—at the office and everywhere—and we work every day to create an environment that nurtures our best selves.

Here are our 5 core values 

  • Golden Rule: We try to practice the Golden Rule by exercising reliability, trust and giving back to each other and our community.
  • Success for All: We believe in success for our stakeholders—whether our teammates, clients or shareholders—comes with a sincere focus on continuous learning, selfless teaching and making a difference in each other’s lives.
  • Child-like Joy: We aspire to experience child-like joy in our work and lives, injecting a spirit of passion, optimism and laughter into everything that we do.
  • Shoshin: We believe in a beginner’s mind. Don’t surround yourself with people like you--diversity breeds creativity. 
  • Stay Thirsty, My Friends: We believe in a totally internally-driven strive for greatness. The solution is to think more, not do more.  

Why You’ll Love It Here

  • Our Attitude: We’ve created a new category from scratch and we continue to be the thought leader in Customer Success. 
  • Our Leadership: We offer the leading tech solution for driving Customer Success.
  • Our ROI: Reduce customer churn, increase up-sell, and improve customer satisfaction.
  • Our Technology: Our technology allows companies to drive retention and growth by delivering the value customers demand.
  • Our Impact: In addition to helping companies grow, we’ve committed to $100 million in wage expansion for underrepresented groups over the next few years.
  • Our Clients: Big companies like Box, Adobe, Marketo, and many others.
  • Our Team: Our team is composed of innovative Customer Success thought leaders and experts in their field from various industries.

Benefits include medical, dental, vision, short and long-term disability, life insurance, 401k available on the first day of the month after start date, and flexible PTO.

Gainsight is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Pursuant to the San Francisco Fair Chance Ordinance, where applicable, we will consider for employment qualified applicants with arrest and conviction records.

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Drive Net Retention and Growth with the leading Customer Success and Product Experience platform