Senior Ecosystems Sales Manager, Scale

🔥 0 minutes ago

🇮🇳 India – Remote

⏰ Full Time

🟠 Senior

🤑 Sales

👻 Ghost score 10%

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

💼 Consulting

📣 Marketing

🤖 Artificial Intelligence

💰 Secondary Market on 2020-11

Consulting • Marketing • Artificial Intelligence

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• Build and scale GitLab's partner-sourced and influenced business in India across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI partners • Develop strategic relationships with priority partners through joint business plans, QBRs, and executive sponsorship • Own hyperscaler relationship management and Marketplace motion with AWS and/or GCP • Build relationships with major India SIs, channel partners, cloud-native partners, and emerging AI-native partners • Drive partner-sourced pipeline and bookings and carry a quota tied to partner-sourced/generated revenue • Partner with the India sales team to identify, support, and close partner-sourced opportunities • Help shape and refine the India Ecosystem coverage model with the India and APJ Ecosystem team • Contribute to partner enablement, certification, and India-market go-to-market programs • Report on partner engagement health, pipeline contribution, and strategic-partner milestone progress • Establish joint business plans and engagement cadences across priority partners • Move key partner relationships from transactional to strategic engagement • Grow partner-sourced pipeline and bookings against quota

🎯 Requirements

• 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure • Extensive experience scaling a business through hyperscalers, large India-centric SIs, and born-in-the-cloud/AI-native partners • Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure), including Marketplace motion • Strong existing network among India's major SIs and cloud-native/channel partners • Track record of moving relationships from transactional to strategic • Experience carrying a partner-sourced revenue quota and being measured on pipeline origination • Strong stakeholder management skills • Native or business-fluent Hindi and strong business English • Based in or willing to relocate to Mumbai OR Delhi • Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems is nice to have • Prior hyperscaler partner or alliances experience is nice to have • Experience designing or resetting a partner coverage model is nice to have

🏖️ Benefits

• Benefits to support your health, finances, and well-being • Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation & Employee Stock Purchase Plan • Growth and Development Fund • Parental Leave

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