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Tier-1 brand, remote role and metro locations increase candidate competition despite niche partner focus.
Deep hyperscaler and India SI network requirement makes industry-specific fit essential.
Explicit 15+ years, mandatory hyperscaler/SI relationships and quota make shortlisting highly strict.
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Own and scale GitLab's partner business across hyperscalers (AWS, GCP), large India-centric SIs, and born-in-the-cloud/AI-native partners in India.
Develop and maintain strategic, executive-level relationships with key partners, including joint business planning and regular QBRs.
Drive partner-sourced pipeline and bookings with a quota, collaborating closely with the India sales team and APJ Ecosystem team to refine coverage models and partner programs.
15+ years of experience in channel/alliance/partner management or ecosystem sales, preferably in enterprise software, DevOps, or cloud infrastructure.
Experience managing hyperscaler relationships including Marketplace motions (AWS, GCP, and/or Azure).
Strong, credible network with major Indian SIs and cloud-native/channel partners; ability to move relationships from transactional to strategic.
Based in or willing to relocate to Mumbai or Delhi.
Senior individual contributor with demonstrated success scaling partner-influenced revenue across multiple partner types (hyperscalers, SIs, cloud-native/AI) in India.
Experienced in managing strategic partnerships with strong stakeholder alignment skills across sales, marketing, and partners.
Comfortable carrying and being measured against a partner-sourced revenue quota focused on pipeline origination and growth.