Global System Integrators (GSIs) & Distributors Manager


Prague, Czech Republic Remote

Full time

Dec 20

Rossum's Alliances & Channel Sales Go-to-Market team is growing - and now you can be part of the continued growth.

Haven't heard about Rossum? We are the fastest growing and most disruptive Artificial Intelligence company in the document communication ecosystem. But to carry out our expansion plans, we need the most important ingredient - ambitious and talented individuals.

Rossum's Partnerships team powers the business scalability through strategic alliances that tailor our partners’ needs, align with their goals, and further Rossum's mission. As our partnership ecosystem continues to grow and diversify, we are opening a new role to expand our strategy.

As a GSIs & Distributor Manager, you will have a unique opportunity to build relationships, open an strategic new channel, own the negotiation in signing local and global partnership agreements, and understand how Rossum can be a strategic part of their business.

If you have a proven career within high tech start-up companies working with GSIs and distributors, have experience establishing and onboarding new partners and alliances, and are motivated to build new sales channels - then you are exactly the person we are looking for!


  • The identification and development of new successful relationships with a range of Channel Partners in order to achieve the revenue target set, building a new channel and division from the beginning.
  • Partners will be Global System Integrators (GSIs) and Distributors such as Deloitte, PwC, EY, KPMG, Capgemini, Cognizant, Accenture, DXC, HCL, Westcon, Arrow, Ingram...
  • Actively approach and build relationships (through inbound and outbounding) with GSIs & distributors, going up the ladder to higher management and eventually signing local and global agreements with them.
  • Enabling and onboarding partners to effectively position and sell Rossum by proactive engagement, education and communication of the value proposition across all relevant levels of the company, including a large network of individual contributors.
  • Developing appropriate business plans and ensuring continuous review through monthly business forecasting, sales opportunity reviews and ongoing progress against the target - making Rossum a strategic part of their business strategy.


  • Minimum 4-year experience working with GSIs and global distributors in the SaaS industry.
  • Minimum 7 years sales experience (partner-related roles, business development, enterprise account management)
  • "Cradle to Grave" sales strategy (cold calling to close)
  • Fluent/native English, both spoken and written
  • Self-motivated for new challenges to successfully deliver results.
  • Ability to build and develop a whole new partnership model, owning the process and establishing best practices.
  • Must be able to work under pressure and autonomously.
  • Strategic planning to build a stable business stream.
  • Demonstrate professional knowledge to partners, delivering high-level technical product demonstrations, with good communication skills.
  • Good working knowledge of Salesforce (SFDC)


  • We are building a hyper-growth SaaS startup following the best Silicon Valley practices in Prague.
  • We designed the Employee Stock Option Plan as the fairest in Prague.
  • Possibility to work remotely.
  • Enjoyable working environment in a very diverse team (30+ nationalities)
  • MacBook & necessary tech is a given.
  • 5 weeks of vacation, 5 sick days, flexible working hours, and home office setup.
  • English language lessons on all levels.
  • Multisport card to get your workout at any of 2 700 places in Czechia.
  • Tasty snacks & the best coffee and tea in Prague.


(the name comes from Czech writer Karel Čapek’s play “Rossum’s Universal Robots”) is capable of extracting data (from documents) six times faster than the human rate. Last year alone it managed to save companies across a number of sectors over one billion keystrokes, the equivalent of 150 years of human labour. Today, the company automates document communication for customers on five continents and a client roster that includes Siemens, Bosch, Cushman & Wakefield, Veolia, and, here in the Czech Republic, Alza, Kofola, and Mattoni.

After tripling our revenue in 2020 and securing Eastern Europe’s largest-ever Series A funding of $100M in 2021, we plan to further expand our market share and invest heavily across our Go-to-market teams & our research and development backbone.

Our product is number #1 in its category.

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