Senior Ecosystem Sales Manager

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Our Senior Ecosystem Sales Manager (ESM) will be based in Mumbai or Delhi. This is a senior, market-facing role responsible for building and scaling GitLab's partner business in India across the full breadth of the ecosystem: hyperscalers, large India-centric system integrators (SIs), and born-in-the-cloud / AI-native partners. We are looking for someone with the range and seniority to credibly own strategic partner relationships across all of these partner types, and to help grow our business through these partners.

This is a senior individual-contributor role for someone who has already built a career scaling partner-sourced and influenced revenue in India — someone who knows the hyperscaler ecosystem (AWS & GCP), has deep, credible relationships with India's major SIs, and understands how to engage newer-generation cloud-native and AI partners as they become an increasingly important part of the go-to-market.

• 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 (not transactional) 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.

• 15+ years of experience in channel/alliance/partner management or ecosystem sales, ideally within enterprise software, DevOps, or cloud infrastructure.

• Extensive, well-rounded experience scaling a business through partners across