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GitLab is seeking a Senior Ecosystem Sales Manager to build and scale partner-sourced revenue across India. This is a senior individual-contributor role based in Mumbai or Delhi, responsible for managing strategic relationships across hyperscalers (AWS, GCP), large India-centric system integrators, and emerging cloud-native/AI-native partners.
You will own the full partner business development lifecycle: developing deep, strategic relationships with priority partners through joint business plans and quarterly business reviews; managing hyperscaler marketplace motions; building relationships with major Indian SIs and channel partners; and driving partner-sourced pipeline and bookings against a revenue quota. You'll partner closely with the India sales team to identify and close partner-sourced opportunities, contribute to partner enablement and certification programs tailored to the India market, and help shape the India ecosystem coverage model alongside the APJ team.
Success metrics include establishing active engagement cadences with priority partners, building a healthy partner-sourced pipeline, and demonstrating progress against strategic milestones. You'll report on partner engagement health and pipeline contribution.
Required qualifications: 15+ years in channel/alliance/partner management or ecosystem sales, ideally in enterprise software, DevOps, or cloud infrastructure. Extensive, well-rounded experience scaling business through diverse partner types (hyperscalers, SIs, cloud-native partners). Direct experience managing hyperscaler relationships including Marketplace motion. Strong, credible existing network among India's major SIs and cloud-native 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. Strong stakeholder management skills. Native or business-fluent Hindi and strong business English. Must be based in or willing to relocate to Mumbai or Delhi.
Nice-to-have: Prior experience at a hyperscaler in partner/alliances capacity; familiarity with GitLab, DevSecOps, or developer-tooling ecosystems; experience designing or resetting partner coverage models.
