Sr. GSI Channel Manager

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At Entrust, we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely.  

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Headquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge, scalable technologies. But our secret weapon? Our people. It’s the curiosity, dedication, and innovation that drive our success and help us anticipate the future. 

Position Overview:

Entrust is seeking a Senior GSI Channel Manager to drive strategic partner development across the Americas. This role is responsible for identifying, recruiting, and enabling target Global System Integrators (GSIs) that align with Entrust’s ideal partner profile. The successful candidate will drive joint go-to-market (GTM) initiatives, build pipeline, and collaborate closely with Entrust’s field sales and marketing teams to embed Entrust solutions into partner-led customer engagements. 

Key Responsibilities 

• Target and develop GSI partners across the Americas region. 

• Own and execute strategic and tactical engagement plans with target partners. 

• Build and manage a regional GSI GTM strategy, including enablement, marketing, and sales plays tailored to each partner. 

• Drive joint brand awareness and pipeline growth through strategic marketing and collaboration initiatives. 

• Closely partner with field sales to identify, qualify, and pursue opportunities through GSIs. 

• Provide input on GSI-specific product development needs and market requirements. 

• Collaborate with the global GSI team to ensure alignment and consistency in partner engagement and GTM execution. 

• Track and manage GSI-related pipeline, supporting deal progression and closure. 

• Support post-sales alignment and success with GSI partners. 

Basic Qualifications 

• Deep understanding of the GSI ecosystem and GTM models. 

• Experience within the Cryptographic sales ecosystem; PKI, HSMs, CLM  

• Experience working closely with system integrators, and MSSPs 

• Proven experience working with major GSI partners in the Americas within the past 3 years. 

• 5+ years of experience in a channel-focused GTM role. 

• Experience selling cybersecurity solutions, including software and hardware encryption technologies. 

• Demonstrated success in building and managing multimill