Description
GitLab is seeking a Senior Ecosystems Sales Manager: Scale, India to build and scale the partner business in India across the full breadth of the ecosystem.
The ideal candidate will have 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.
Responsibilities:
- 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 relationships with a focused set of priority partners , 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.
Requirements:
- 15+ years of experience in channel/alliance/partner management or ecosystem sales.
- Extensive, well-rounded experience scaling a business through partners across 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.
- 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.
- 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.
What Success Looks Like (First 6–12 Months):
- Joint business plans and an active engagement cadence (e.g., QBRs) in place across priority hyperscaler, SI, and cloud-native/AI partners.
- Demonstrable movement of key partner relationships from transactional to strategic engagement.
- Growing partner-sourced pipeline and bookings against quota.
- Credible input into finalizing the India Ecosystem coverage model, grounded in on-the-ground partner relationships.
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