Senior Ecosystems Sales Manager, Scale

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

📋 Description

• Develop and expand GitLab's partner-driven business in India, focusing on hyperscalers, major India-centric SIs, and cloud/AI partners.

• Cultivate strategic partnerships with key partners through collaborative business plans, quarterly business reviews (QBRs), and executive sponsorships.

• Take charge of managing relationships with hyperscalers and oversee the Marketplace strategy with AWS and/or GCP.

• Establish connections with leading India SIs, channel partners, cloud-native firms, and emerging AI-focused partners.

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

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

• Assist in defining and enhancing the India Ecosystem coverage strategy in collaboration with the India and APJ Ecosystem team.

• Contribute to the enablement of partners, their certification processes, and market entry strategies for India.

• Monitor and report on the health of partner engagement, pipeline contributions, and progress on strategic partner milestones.

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

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

• Enhance the partner-sourced pipeline and bookings in alignment with established quotas.

⛳️ Requirements

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

• Significant experience in scaling a business through hyperscalers, major India-centric SIs, and cloud/AI-native partners.

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

• A well-established network among major SIs and cloud-native/channel partners in India.

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

• Experience in managing a partner-sourced revenue quota and measuring pipeline origination performance.

• Excellent stakeholder management capabilities.

• Proficient in Hindi and strong business English.

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

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

• Previous experience with hyperscaler partner or alliances is advantageous.

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

🏝️ Benefits

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

• Flexible Paid Time Off policy.

• Participation in Team Member Resource Groups.

• Equity compensation and an Employee Stock Purchase Plan.

• Growth and Development Fund opportunities.

• Parental Leave available.