Senior Ecosystem Sales Manager

This is a fully remote position, open to applicants in India.

📋 Description

• Develop and expand GitLab's partner-driven and influence business within India, focusing on hyperscalers, prominent India-centric SIs, and AI-native partners.

• Cultivate strong, strategic partnerships with key collaborators through joint business plans, Quarterly Business Reviews (QBRs), and dedicated executive sponsorship.

• Manage relationships with hyperscalers and oversee the Marketplace initiatives involving AWS and/or GCP.

• Establish and enhance connections with significant India SIs, channel partners, and emerging AI-centric partners.

• Drive the pipeline and bookings generated through partners, maintaining a quota linked to partner-sourced revenue.

• Collaborate with the India sales team to identify, support, and finalize partner-sourced opportunities.

• Partner with the India and APJ Ecosystem team to develop and optimize the India Ecosystem coverage strategy.

• Contribute to the enablement, certification, and go-to-market initiatives for partners in the Indian market.

• Monitor and report on partner engagement health, pipeline contributions, and key strategic partner milestones.

• Create joint business plans and establish regular engagement rhythms with priority partners.

• Transition key partner relationships from transactional interactions to strategic partnerships.

• Increase partner-sourced pipeline and bookings to meet quota expectations.

⛳️ Requirements

• Over 15 years of experience in channel, alliance, partner management, or ecosystem sales, preferably in enterprise software, DevOps, or cloud infrastructure.

• Comprehensive experience in scaling businesses through partnerships with hyperscalers, major India-centric SIs, and AI-native partners.

• Direct experience in managing hyperscaler relationships (AWS, GCP, and/or Azure), including Marketplace operations.

• A robust and credible network among India’s leading SIs and cloud-native/channel partners.

• Proven ability to evolve relationships from transactional to strategic levels.

• Comfortable managing a partner-sourced revenue quota and being assessed on pipeline generation.

• Strong skills in stakeholder management.

• Proficiency in native or business-fluent Indian languages and strong business English.

• Must be based in or willing to relocate to Mumbai or Delhi.

• Previous experience at or with a hyperscaler (AWS, GCP) in a partner or alliances role is a plus.

• Familiarity with GitLab, DevSecOps, or related developer-tooling ecosystems is advantageous.

• Experience in designing or refining a partner coverage model is a plus.

🏝️ Benefits

• Comprehensive benefits to enhance your health, financial security, and overall well-being.

• Flexible Paid Time Off.

• Participation in Team Member Resource Groups.

• Equity Compensation and Employee Stock Purchase Plan.

• Growth and Development Fund.

• Parental Leave.