Senior Ecosystems Sales Manager, Scale
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GitLabEnterprise software, DevOps, cloud infrastructure
Location: Remote, IndiaFull-TimeManager
Salary not disclosed
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Job Details
- Languages
- Native or business-fluent Hindi and strong business English
- Experience
- 15+ years of experience in channel/alliance/partner management or ecosystem sales
- Required Skills
- AWSMicrosoft Azure
Requirements
- Bring 15+ years of experience in channel/alliance/partner management or ecosystem sales.
- Have experience in enterprise software, DevOps, or cloud infrastructure; these are preferred domains.
- Have broad experience scaling a business through hyperscalers, large India-centric SIs, and born-in-the-cloud or AI-native partners.
- Have direct experience managing hyperscaler relationships, including AWS, GCP, and/or Azure, and Marketplace motion.
- Bring a strong existing network among India’s major SIs and cloud-native/channel partners.
- Have a track record of moving partner relationships from transactional to strategic.
- Be comfortable carrying a partner-sourced revenue quota and being measured on pipeline origination.
- Be able to align internal sales and marketing stakeholders with partner-side stakeholders around joint goals.
- Be based in or willing to relocate to Mumbai or Delhi.
- Have native or business-fluent Hindi and strong business English.
Responsibilities
- Build and scale GitLab’s partner-sourced and influenced business in India across hyperscalers, large India-centric SIs, and born-in-the-cloud and AI partners.
- Develop strategic relationships with priority partners through joint business plans, QBRs, and named executive sponsorship.
- Own hyperscaler relationship management and Marketplace motion with AWS and/or GCP.
- Build relationships with major India SIs, market-making channel and born-in-the-cloud partners, and emerging AI-native partners.
- Drive partner-sourced pipeline and bookings against a quota tied to partner-sourced/generated revenue.
- Partner with the India sales team to identify, support, and close partner-sourced opportunities.
- Work with India and APJ Ecosystem teams to shape and refine the India Ecosystem coverage model.
- Contribute to partner enablement, certification, and go-to-market programs for the India market.
- Report on partner engagement health, pipeline contribution, and progress against strategic-partner milestones.
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