Senior Lead - Channel Sales (Remote - Bangalore/Hyderabad)

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 19 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021.

At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized  by leading organizations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

Location:

This is a remote opportunity. But the base location of the role holder has to be either Bangalore / Hyderabad

About the role:

This role will be the strategic interface between BrowserStack and key strategic GSI Partners Globally. It will be reporting to the Director of Channels and Ecosystem.

Partner Lead - GSI will be responsible for the Sell to & through relationships, for teaming with the Practice Leads for DevOps and Quality services and partner with sales leaders globally and to drive a business plan. The plan will include meeting Quarterly and Yearly revenue growth targets, building a new pipeline with joint solution/use cases for GTM, enablement activities, and driving the overall success of this business globally.

Key Responsibilities:

• Partnership Oversight:

  • Oversee and manage the company’s technology partnerships suite (GSI/TSP/Resellers), ensuring all relationships are optimized and aligned with business goals. Actively onboard new partners and align them with companies growth strategies.
     

• Positioning for Partner-Driven Opportunities:

  • Position the company as a trusted partner with key Partners (GSI/TSP/Resellers), ensuring we are their go-to provider for executing projects within all regions.

  • Build strong relationships with Partner/Alliance managers to increase visibility and trust, ensuring our company is prioritized for key projects and opportunities.
     

• Partner Knowledge and Relationships:

  • Maintain broad and in-depth knowledge of leading technology Partners.

  • Establish and cultivate senior-level relationships with key technology partners to secure long-term value and collaboration.
     

• Team Guidance and Collaboration:

  • Guide internal teams on partner capabilities, highlighting specific benefits, programs, and opportunities that they may not currently be leveraging.

  • Act as a central resource for internal teams, helping them navigate the partner ecosystem and optimize partnerships.
     

• Contract and Compliance Management:

  • Ensure all partner contracts are in place, up-to-date, and that partnerships comply with industry standards and legal requirements.
     

• Strategic Growth Initiatives:

  • Develop strategies to deepen partner relationships, improving the company’s positioning and access to premium resources, co-marketing opportunities, and priority support.
     

Business Expertise::

• Technical Expertise:

  • Broad knowledge of key technology GSI’s  and their product ecosystems.

  • Strong understanding of the technology landscape and digital transformation trends, without requiring hands-on experience in implementation.
     

• Partner Management Experience:

  • Proven experience managing Partner  relationships, with a focus on sales, marketing, certifications, accreditation, and partnership growth.

  • Ability to negotiate effectively, manage high-value contracts, and unlock strategic opportunities from partnerships.
     

• Driven for Success:

  • A strong commitment to growing and optimizing the company’s partner relationships.

  • A high degree of self-motivation and hunger for success, with a proactive attitude toward identifying and pursuing opportunities.
     

Relationship Management

• Develop and maintain executive-level relationships with partner leadership, including C-suite, practice leaders, and vertical heads.
   

Partner Enablement

• Design and deliver enablement programs to educate partners on the company’s products, value proposition and capabilities.

• Develop joint training programs and facilitate ongoing education initiatives.
   

Revenue Generation

• Drive quarterly targets for partner-influenced and partner-led revenue.

• Collaborate with partners to develop joint GTM programs and execute campaigns to achieve growth.
   

Internal Alignment

• Work closely with cross-functional teams, including sales, marketing, product, and business development, to ensure seamless execution of partner strategies.

• Serve as the internal advocate for partner initiatives, ensuring alignment across stakeholders.

Strategic Leadership and Execution:

• Define and execute the global strategy for GSIs, TSPs, and Resellers, ensuring alignment with overall business goals.

• Lead operational and strategic planning efforts to scale partnerships and deliver sustained value.

• Take ownership of deliverables (Individual/team) and ensure the org goals are met in a timely manner.

• Visionary leadership with the ability to inspire and motivate teams.

• Strong influencing skills to drive alignment in a complex, multi-market environment.

• Ability to build trust, empower teams, and foster innovation.

• Strong problem-solving skills with the ability to simplify complex challenges

• Lead, mentor, and manage the team to ensure exceptional service delivery

• Establish and maintain strong relationships with Internal business leaders and key clients, understanding their needs and anticipating new opportunities

• Contribute to the development of marketing and promotional materials to showcase client successes

• Lead negotiations on major Partner and Client contracts and Agreements
   

Requirements:

• 8+ years selling technology, software and prior experience working with GSI’s/Strategic Alliance would be most suited

• BE/B Tech/MBA Preferred.

• Extensive experience in alliance management of major GSI’s TCS, Wipro, HCL Tech, TechM, Infosys, Cognizant, Accenture, Capgemini etc

• Strong solution sales mindset with exposure to DevOps, Testing, and Digital technologies.

• Highly driven sales professional with a strong sales track record selling to Enterprise accounts.

• Proven ability to recognize, analyze and take action on go-to-market approaches, marketing programs, joint value propositions, and business cases around strategic investments.

• Cross-functional influence, relationship building, and project management skills.

• Strong business acumen, leadership, and negotiation skills.

• Familiarity with a broad range of application and infrastructure solutions is desirable.

Benefits:

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

• Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000

• Gratuity as per payment of Gratuity Act, 1972

• Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends

• Remote-First work environment that allows our people to work from anywhere in India

• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience