What We're Looking For

• 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.

Nice to Have

• Prior experience at or with a hyperscaler (AWS, GCP) in a partner or alliances capacity.
• Familiarity with GitLab, DevSecOps, or adjacent developer-tooling ecosystems.
• Experience helping design or reset a partner coverage model, comfortable building process rather than only inheriting one.

What Success Looks Like (First 6–12 Months)

• Joint business plans and an active engagement cadence (e.g., QBRs) in place across priority hyperscaler, SI, and cloud-native/AI partners.
• Demonstrable movement of key partner relationships from transactional to strategic engagement.
• Growing partner-sourced pipeline and bookings against quota.
• Credible input into finalizing the India Ecosystem coverage model, grounded in on-the-ground partner relationships.

About the Team

GitLab's APJ Ecosystem team builds and scales the partner (channel, alliance, and hyperscaler) motion across the region. India is a strategic market for GitLab, and this hire is central to strengthening our partner ecosystem there — deepening a smaller number of high-value partnerships rather than spreading thin across many transactional ones.

How GitLab Supports Full-Time Employees

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

Parental Leave

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.