About the company
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems.
Responsibilities
- 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.
Requirements
- 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 hyperscalers, large India-centric SIs, and born-in-the-cloud/AI-native partners — not narrowly specialized in just one partner type.
- Direct experience managing hyperscaler relationships (AWS, GCP, and/or Azure) including Marketplace motion.
- A strong, credible existing network among India's major SIs and cloud-native/channel 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, not just deal closure.
- Strong stakeholder management skills — able to align internal sales, marketing, and partner-side stakeholders around joint goals.
- Native or business-fluent Indiaese and strong business English (for regional collaboration with APJ leadership).
- Based in or willing to relocate to Mumbai OR Delhi.
Conditions
- Benefits to support your health, finances, and well-being.
- Flexible Paid Time Off.
- Team Member Resource Groups.
- Equity Compensation & Employee Stock Purchase Plan.
- Growth and Development Fund.