Senior Ecosystems Sales Manager: Scale, India

Overview

Senior individual-contributor role building and scaling GitLab's partner-sourced business in India across hyperscalers, India-centric system integrators, and born-in-the-cloud/AI-native partners, with a focus on new logo acquisition.

What you'll do

• Build and scale GitLab's partner-sourced and influence business in India across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI partners.
• Develop deep, strategic (not transactional) relationships with a focused set of priority partners, including joint business plans, QBRs, and named executive sponsorship.
• Own hyperscaler relationship management and Marketplace motion with AWS and/or GCP.
• Build and grow relationships with major India SIs and market-making channel/born-in-the-cloud partners and emerging AI-native partners.
• Drive partner-sourced pipeline and bookings, and carry a quota tied to partner-sourced/generated revenue.
• Partner closely with the India sales team to ensure partner-sourced opportunities are properly identified, supported, and closed.
• Work with the India and APJ Ecosystem team to help shape and refine the India Ecosystem coverage model.
• Contribute to partner enablement, certification, and go-to-market programs suited to the India market.
• Report on 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, ideally within enterprise software, DevOps, or cloud infrastructure.
• Extensive, well-rounded experience scaling a business through partners across hyperscalers, large India-centric SIs, and born-in-the-cloud/AI-native partners, not narrowly specialized in one partner type.
• Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion.
• A strong, credible existing network among India's major SIs and cloud-native/channel partners, with a track record of moving relationships from transactional to strategic.
• Comfort carrying a partner-sourced revenue quota and being measured on pipeline origination, not just deal closure.
• Strong stakeholder management skills, able to align internal sales, marketing, and partner-side stakeholders around joint goals.
• Native or business-fluent Hindi and strong business English (for regional collaboration with APJ leadership).
• Based in or willing to relocate to Mumbai OR Delhi.

Nice to have

• Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliances capacity.
• Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
• Experience helping design or reset a partner coverage model, comfortable building process rather than only inheriting one.

Details

• Remote, India.
• Based in or willing to relocate to Mumbai or Delhi.
• Full-time employee benefits include flexible PTO, equity compensation and employee stock purchase plan, growth and development fund, and parental leave.