Senior Ecosystems Sales Manager: Scale

Accountabilities

• Build, develop, and scale partner-sourced and partner-influenced revenue across India, working with hyperscalers, large India-centric system integrators, cloud-native businesses, and AI-native partners.

• Establish deep, strategic relationships with a focused portfolio of priority partners, moving beyond transactional engagement toward long-term business collaboration.

• Develop and execute joint business plans, establish quarterly business reviews (QBRs), and secure executive sponsorship to strengthen strategic partnerships.

• Own hyperscaler relationship management and marketplace initiatives with AWS and/or Google Cloud Platform (GCP).

• Build and expand relationships with major Indian system integrators, leading channel partners, cloud-native organizations, and emerging AI ecosystem players.

• Drive partner-sourced pipeline generation, revenue growth, and bookings while maintaining accountability for a partner-generated revenue quota.

• Collaborate closely with the India sales organization to identify, qualify, support, and close partner-led opportunities.

• Work alongside regional and APJ ecosystem leadership to shape and refine the partner coverage and engagement model for India.

• Develop and execute partner enablement, certification, and go-to-market programs tailored to the Indian market.

• Monitor partner engagement, pipeline contribution, revenue performance, and progress against strategic partnership milestones.

• Align internal sales, marketing, and partner teams around shared objectives, commercial priorities, and measurable outcomes.

• Contribute strategic insights and market feedback to improve ecosystem strategy and accelerate business growth.

Requirements:

• At least 15 years of experience in channel management, alliances, partner management, or ecosystem sales, preferably within enterprise software, DevOps, or cloud infrastructure.

• Extensive experience scaling business through a diverse partner ecosystem, including hyperscalers, large India-focused system integrators, and cloud-native or AI-native partners.

• Broad ecosystem expertise across multiple partner categories rather than specialization in only one type of partnership.

• Direct experience managing hyperscaler relationships with AWS, GCP, and/or Microsoft Azure, including cloud marketplace initiatives.

• Strong existing relationships and a credible professional network among India's major system integrators, cloud-native partners, and channel organizations.

• Demonstrated success transforming transactional partnerships into strategic, revenue-generating relationships.

• Proven ability to generate partner-sourced pipeline and revenue, with experience carrying and achieving partner-sourced revenue quotas.

• Strong commercial acumen and understanding of partner-led go-to-market strategies, business planning, and revenue growth.

• Excellent stakeholder management skills, with the ability to align internal sales, marketing, leadership, and external partner teams around common goals.

• Native or business-fluent Hindi and strong business English communication skills, including the ability to collaborate effectively with APJ leadership.

• Ability to work independently in a senior individual-contributor role, demonstrating strategic ownership, initiative, and accountability.

• Must be based in Mumbai or Delhi, or willing to relocate to either city.

Preferred qualifications:

• Previous experience working directly for or alongside a hyperscaler such as AWS or GCP in a partner or alliances role.

• Familiarity with DevSecOps, developer tools, enterprise software, or related technology ecosystems.

• Experience designing, refining, or implementing partner coverage and engagement models.

• Strong understanding of the Indian technology market and emerging cloud-native and AI partner landscape.

Benefits:

• Flexible paid time off: Support for work-life balance and personal well-being.

• Equity compensation: Opportunity to participate in equity compensation and an employee stock purchase plan.

• Professional development: Access to a growth and development fund to support career advancement and continuous learning.

• Parental leave: Benefits designed to support employees and their families.

• Employee resource groups: Opportunities to connect with colleagues and participate in inclusive communities.

• Remote-first work environment: Flexibility to work remotely within India, subject to location requirements and business activities.

• Global collaboration: Work with regional and international teams across a distributed organization.

• Career growth: Opportunity to influence ecosystem strategy and drive significant commercial impact.

• Inclusive culture: A workplace that values diversity, transparency, collaboration, and individual contributions.