Senior Ecosystem Sales Manager

Overview

Senior individual-contributor Ecosystem Sales Manager responsible for building and scaling GitLab’s partner business in India.

What you'll do

• Build and scale partner-sourced and influence business in India across hyperscalers, large SIs, and born-in-the-cloud/AI partners.
• Develop strategic partner relationships with joint business plans, QBRs, and executive sponsorship.
• Own hyperscaler relationship management and Marketplace motion with AWS and/or GCP.
• Drive partner-sourced pipeline and bookings and carry a quota tied to partner-sourced/generated revenue.
• Ensure partner-sourced opportunities are identified, supported, and closed in partnership with the India sales team.
• Report partner engagement health, pipeline contribution, and progress against strategic-partner milestones.

What you'll need

• 15+ years of experience in channel/alliance/partner management or ecosystem sales.
• Experience scaling partner-driven revenue across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI-native partners.
• Direct experience managing hyperscaler relationships including Marketplace motion with AWS and/or GCP (and/or Azure).
• Strong existing network among India’s major SIs and cloud-native/channel partners.
• Ability to carry a partner-sourced revenue quota and be measured on pipeline origination.
• Strong stakeholder management to align internal and partner-side stakeholders around joint goals.
• Native or business-fluent Indiaese and strong business English.

Details

• Based in or willing to relocate to Mumbai or Delhi.
• Remote role (India).
• Senior, market-facing individual-contributor role.