Principal Partner Manager, GSIs at Synthesia

Synthesia is the world’s leading AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017, the company is headquartered in London, with offices and teams across Europe and the US. As AI continues to shape the way we live and work, Synthesia develops products to enhance visual communication and enterprise skill development, helping people work better and stay at the center of successful organizations. Following our recent Series E funding round, where we raised $200 million, our valuation stands at $4 billion. Our total funding exceeds $530 million from premier investors including Accel, NVentures (Nvidia's VC arm), Kleiner Perkins, GV, and Evantic Capital, alongside the founders and operators of Stripe, Datadog, Miro, and Webflow. Role Overview Senior individual contributor. We build impact, not empires, and focus on outcomes not activities. As a meritocracy, great work gets rewarded with more responsibility. We will measure your success by partner-sourced and partner-influenced revenue, not by meeting count or calendar density. If your instinct is to optimize for activity, this isn't the role for you. Role Mission Make Synthesia Skills the default content and enablement layer inside the world's largest Sales Transformation engagements. Build and run Synthesia's GSI motion with firms like Deloitte, Accenture, and Capgemini, where Skills is recommended, embedded, and rolled out as part of the transformation programs their consultants deliver. Role Objective Build and grow a repeatable GSI motion that drives partner-sourced and partner-influenced pipeline at the strategic enterprise tier, focused initially on Sales Transformation practices and expanding into adjacent transformation practices over time. When Synthesia is brought into deals through GSI partners, we win differently: - Built-in compelling events, aligned to the rollout of new methodology - EB access, always with the c-suite - Reduced competition, packaged inside the consulting engagement - Assumed measurement of success, built into the engagement itself This is a high-impact role at the center of Synthesia's Skills go-to-market strategy What you'll do - Land and grow strategic agreements with top-tier GSIs (Deloitte, Accenture, Capgemini, and select peers), with a primary focus on their Sales Transformation practices. - Get Synthesia Skills written into the GSI's standard methodology, point-of-view documents, and transformation playbooks, so consultants recommend Skills as part of every relevant engagement. - Build and own executive relationships with Practice Leads, Alliance MDs, and consulting Partners at named GSIs; quarterback exec-to-exec engagement at Synthesia. - Drive partner-sourced and partner-influenced pipeline that contributes materially to quarterly bookings; you own the number, not the activity. - Build the joint GTM playbook: solution plays, joint propositions, account-mapping motions, co-sell rules of engagement, and a clear path from GSI engagement to Synthesia bookings. - Stand up partner enablement that ships: practice-specific demos, certified consultants, and battlecards that move opportunities through the funnel. - Coach Synthesia field teams on co-selling with GSIs, including economic buyer access, multi-threading, and resolving channel conflict. - Negotiate commercial constructs (referral fees, rev share, MSAs, deal registration) with Legal and Finance. - Run the operating rhythm: forecasts, partner scorecards, QBRs with each GSI, and CRM hygiene on every partner-touched opportunity. Scope to expand Synthesia is in the middle of its largest transition yet: from single product to multiple, from selling seats to selling consumption, from creating videos to delivering agentic, interactive, conversational experiences that transform business communication. Taking Skills and the broader portfolio to market efficiently will require expansion beyond Sales Transformation, into adjacent GSI practices (HR Transformation, Customer Experience, Workforce Transformation) and adjacent partner motions (Agencies, BPOs, regional SIs). Our ideal candidate doesn't need to be an expert in all of these motions today, but must have demonstrated the ability to learn fast, pivot, and scale a partner motion as the opportunity grows. Any expansion will be data-led and customer-need driven. Who you are - Deeply connected inside the GSIs. You don't have to start from cold outreach. You walk in with active, productive relationships with Partners, Practice Leads, and Alliance MDs at multiple top-tier GSIs, and you can light up the funnel from your first 90 days. - Output-oriented. You measure yourself in partner-sourced pipeline, partner-influenced bookings, and time-to-PO. You don't confuse activity with progress, and you push back on motions that don't move the number. - Intrinsically motivated. You operate with urgency and ownership, set ambitious targets, and do what it takes to land and expand. You don't wait for a playbook; you write one. - High EQ. You build trust across multiple stakeholders (partners, customer execs, internal AEs and CSMs), read the room, and defuse channel conflict while holding the line on standards. - Naturally curious. You dig beneath the surface, ask sharp questions that surface partner economics, practice incentives, and consultant motivations, and use the answers to move outcomes forward. You're particularly curious about Skills, an emerging category where the right point of view will define the partnership. Qualifications - 7+ years of GSI/SI partner management experience in B2B SaaS, with direct ownership of named GSI relationships (Deloitte, Accenture, Capgemini, EY, KPMG, PwC, IBM, Wipro, TCS, Infosys, or peer firms). - Existing, active relationships with Partners, MDs, or Practice Leads inside at least two major GSIs that can be activated immediately. - Demonstrated track record of building partner-sourced and partner-influenced pipeline that contributed materially to a SaaS company's bookings; consistent attainment against partner-sourced quotas. - Experience embedding a SaaS product into a GSI's methodology, point-of-view, or transformation framework, not just signing partnership agreements. - Strong commercial negotiator, comfortable papering with large consulting firms and aligning Legal and Finance. - Executive presence; proven ability to influence Partner/MD-level at GSIs and VP/C-level at mutual customers. - London-based or willing to relocate to London. - Willing to travel 30-40% for partner summits, joint customer pursuits, and co-selling.