AI-DNA SVP, Global Sales
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About the Role
Most channel sales organizations are still running on relationship inertia — the same QBR playbook recycled every quarter, gut-feel forecasting dressed up as strategy, and partner tiers that reward tenure instead of performance.
Key Skills for This Role
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Overview
- Most channel sales organizations are still running on relationship inertia — the same QBR playbook recycled every quarter, gut-feel forecasting dressed up as strategy, and partner tiers that reward tenure instead of performance.
- We replaced instinct with intelligence: AI-driven pipeline modeling, predictive partner analytics, and automated engagement workflows that actually tell you what's happening before your competitors figure it out.
- If you are a channel sales executive who has spent years watching legacy orgs resist this shift — and you're ready to own the full global revenue number at a company that already operates this way — this is the role you've been waiting for.
- What you will be doing
- Own the full global revenue number in direct partnership with the CEO and executive team. Set and execute GFI's global sales strategy across every channel, region, and segment — no shared accountability, no diluted ownership.
- Lead and scale the channel sales organization. Empower regional VPs, channel account managers, and partners through AI-driven coaching, real-time performance analytics, and data-informed territory planning.
- Build and deepen strategic partnerships with top-tier distributors, MSPs, and resellers worldwide. Use AI-powered engagement analytics to predict partner needs, tailor outreach, and drive measurable partner retention improvements.
- Drive new logo acquisition and market penetration in underpenetrated regions — EMEA, India, APAC — using data-informed targeting, automated pipeline development, and precise go-to-market sequencing.
- Use AI tools daily to review performance, identify patterns, and sharpen the sales motion. Coach the entire org to be AI-native, not AI-curious.
- What you will NOT be doing
- Navigating bureaucracy. You have full commercial authority and direct executive access. No approval chains. No committees. No waiting.
- Managing spreadsheets or making gut-feel calls. Every decision here is backed by data and AI-generated insights. That's the operating model, not an aspiration.
- Worrying about commission variability. Fixed, generous compensation — $400,000 USD/year — designed for long-term impact, not quarter-to-quarter anxiety.
Responsibilities
- Scale GFI's global partner revenue through strategic alliances, partner retention programs, and disciplined new market entry across EMEA, APAC, and the Americas.
- Build an AI-native sales culture across reps, managers, and partner interactions — where predictive modeling, automated workflows, and data-driven coaching are the default, not the exception.
- Serve as the commercial face of GFI globally — at partner summits, distributor QBRs, MSP community events, and executive briefings. The partner ecosystem is your domain. Command it.
Requirements
- 10+ years of channel or enterprise sales leadership experience, including a VP or SVP title at a recognized software, cybersecurity, or IT infrastructure company.
- Proven track record owning a global or multi-regional revenue number in B2B software — not contributing to one, owning it.
- Deep MSP, VAR, or distribution channel ecosystem experience. You know how Pax8, Ingram Micro, TD SYNNEX, ConnectWise, and their peers actually operate.
- Demonstrated ability to design and implement AI-assisted sales workflows — pipeline modeling, partner scoring, engagement automation, performance analytics.
- Exceptional executive presence and communication ability. You've keynoted partner summits, presented to boards, and held a room of senior distributors.
- Fully remote capable with willingness to travel to strategic partner events, global kickoffs, and key account engagements.
- Based in a global location with meaningful overlap with Central Time (US) or EMEA working hours.
- Nice to Have
- Prior experience at a channel partner — distributor, MSP platform, or reseller ecosystem
- Familiarity with our GFI product portfolio: KerioControl, GFI MailEssentials, GFI LanGuard, Kerio Connect.
- Experience operating within an IgniteTech or Crossover-affiliated company structure.
- Background in non-traditional sales leadership paths — dealmakers, former brokers, operators who built channel orgs from first principles rather than inheriting them.
- What you will learn
- How an AI-native commercial organization actually runs — not pilots and POCs, but production-grade AI workflows embedded in every sales motion, partner interaction, and forecasting cycle.
- Global channel strategy at true scale — operating across MSP ecosystems, distributors, and resellers spanning the Americas, EMEA, India, and APAC simultaneously.
- Our operating model — a radically efficient approach to running software companies that strips away bureaucracy and replaces it with data, autonomy, and accountability.
- Executive-level exposure — direct partnership with the CEO and visibility into commercial strategy, M&A integration, and portfolio-wide growth initiatives.
About GFI Software
- GFI Software is an AI-powered cybersecurity and communications software company delivering must-have protection to SMBs worldwide through an elite partner channel.
- Trusted by hundreds of thousands of organizations, GFI's products — including KerioControl, GFI MailEssentials, GFI LanGuard, and Kerio Connect — are sold exclusively through MSPs, distributors, and resellers.
- Backed by IgniteTech, GFI operates with the speed and ambition of a growth company and the stability of a proven enterprise software portfolio.
- Working with Us
- Full-time, 40 hours/week, long-term contract position
- Compensation: $400,000 USD/year ($200/hr USD)
- Fully remote, work-from-anywhere, with occasional strategic travel
- Requires entering an independent contractor agreement with Crossover as Contractor of Record
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