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.