Preferred Locations:

Bengaluru, Karnataka
India

Overview

We are seeking a highly driven Partner Sales Executive to lead partner-driven pipeline development and execution across the India market. This role is focused on activating strategic partners, generating high-quality opportunities, and accelerating deal momentum within enterprise accounts.

This is not a traditional quota-carrying Account Executive role. Instead, the Partner Sales Executive operates as a critical link between partners and the sales organization, ensuring that partner-led opportunities are well-qualified, properly positioned, and effectively executed.

Key Responsibilities

Partner-Led Pipeline Development

• Develop and manage relationships with Global System Integrators (GSIs), System Integrators (SIs), and strategic partners
• Drive pipeline through partner-led engagement models
• Ensure strong partner alignment and commitment on all opportunities

Opportunity Qualification and Execution

• Shape and qualify opportunities in collaboration with partners before transitioning to Account Executives
• Ensure all opportunities meet Sales Accepted Lead (SAL) criteria, including partner sponsorship and customer commitment
• Maintain a high standard for opportunity quality and conversion potential

Deal Acceleration

• Support complex enterprise opportunities by developing account plans, solution positioning, and supporting materials
• Coordinate across partners, Account Executives, and Sales Engineering teams to maintain deal momentum
• Proactively identify and address blockers in the sales process

Expansion Strategy

• Focus on expanding existing customer relationships through partner engagement
• Identify new use cases and opportunities within current accounts
• Align partner delivery capabilities with customer needs

Success Metrics

• Delivery of 4+ high-quality Sales Accepted Leads (SALs) per month
• Strong SAL to Closed Won conversion rates
• Consistent partner engagement and opportunity progression
• Timely delivery of solution artifacts and account plans (within 48–72 hours)
• Maintenance of a healthy pipeline aligned with regional targets

Qualifications

• 5+ years of experience working within the India partner ecosystem
• Proven experience collaborating with GSIs, SIs, or strategic partners
• Strong understanding of enterprise sales processes and multi-stakeholder deal cycles
• Ability to build structured account plans and drive execution across multiple teams
• Excellent communication, coordination, and relationship management skills

Preferred Experience

• Experience in data infrastructure, databases, or enterprise software environments
• Familiarity with partner-led sales motions and co-selling models
• Background in managing or supporting complex, multi-party enterprise deals

What Sets This Role Apart

• Focus on partner orchestration rather than direct sales ownership
• Emphasis on quality and conversion over pipeline volume
• High visibility role with direct impact on revenue generation
• Opportunity to shape and scale partner-led go-to-market strategy in the India.

Join the Database Revolution at Yugabyte

At Yugabyte, we are on a mission to become the default transactional database for enterprises building cloud-native applications. YugabyteDB is our PostgreSQL-compatible distributed database for cloud-native apps. Resilient, scalable, and flexible, it runs on any cloud and enables developers to become instantly productive using well-known APIs.We are looking for talented and driven people to join us on our ambitious mission and help us build a lasting and impactful company.The transactional database market is estimated to grow to $64B by 2025. YugabyteDB is cloud-native by design, has on-demand horizontal scalability, and supports geographical distribution of data using built-in replication. This means that we are well-positioned to meet market demand for geo-distributed, high-scale, high-performance workloads.

Join the Database Revolution at Yugabyte.

Modern applications need a cloud-native database that eliminates tradeoffs and silos. YugabyteDB retains the power and familiarity of PostgreSQL by pairing its trusted API with a precision-engineered, distributed, cloud-native architecture. Even better, it’s 100% open source. Many of the world's leading enterprises are migrating from legacy RDBMSs (like Oracle, SQL Server, and DB2) to YugabyteDB, to meet their mission-critical app demands.

The APAC Sales team drives Yugabyte’s growth across high-priority markets in Asia Pacific.

This role will cover India, one of our most strategic and high-growth markets. You must be based in India (Mumbai or Bangalore preferred) with the ability to travel as needed.

Position Overview

As the Sales Head - India, you will be responsible for leading and scaling Yugabyte’s business across the region.

This is a senior leadership role that combines revenue ownership, team leadership, strategic account management, partner ecosystem development, and new logo acquisition.

You will manage a team of Sales while also directly engaging in key strategic deals and executive relationships. The ideal candidate brings a strong track record of building and scaling enterprise technology businesses in India and is equally comfortable operating at both strategic and execution levels.

This role also provides a clear path to expand into a broader Asia leadership role as the business continues to grow.

Role and Responsibilities

• Own and deliver the India revenue target, including new business and expansion
• Lead, hire, and scale a high-performing regional team of Sales.
• Drive new logo acquisition, building a strong pipeline across priority industries
• Manage and grow strategic enterprise accounts, ensuring long-term customer success
• Build and strengthen relationships with C-level executives and key decision-makers
• Develop and execute the India go-to-market strategy, aligned with global priorities
• Own and expand the partner ecosystem, including SIs, resellers, and cloud providers
• Drive partner-led pipeline generation and co-sell motions
• Personally lead and close large, complex, multi-million dollar deals
• Collaborate with Marketing to drive brand awareness, demand generation, and events
• Work cross-functionally with Product, Engineering, Customer Success, and Leadership teams
• Provide regular insights on market trends, competition, and customer requirements
• Represent Yugabyte at industry forums, executive briefings, and key customer engagements
  
  

Required Experience

• 15+ years of enterprise sales experience in India
• Proven track record of:
• Building and scaling regional businesses
• Leading and developing high-performing teams
• Closing large, complex enterprise deals
• Driving new logo acquisition and account expansion
• Strong experience in enterprise software or infrastructure technologies (database, cloud, data platforms preferred)
• Deep understanding of the India enterprise market, including key industries such as financial services, telecom, and digital-native companies
• Experience working with partners and channel ecosystems

What We’re Looking For

• Strong leadership presence with the ability to inspire and scale teams
• Entrepreneurial mindset with the ability to build and execute in a high-growth environment
• Hands-on leader who can roll up sleeves and close deals when needed
• Excellent executive communication, negotiation, and stakeholder management skills
• Strategic thinker with strong operational discipline and execution focus
• High level of ownership, accountability, and bias for action
• Ability to operate effectively in a matrixed, global organization

We feel strongly about equal pay for equal work, and transparency in compensation is one way to help achieve that. Compensation for this role is market competitive. As well as equity (when applicable), and benefits including health plans, retirement plans, and unlimited paid time off (PTO). The pay range for this position is a general guideline only and not a guarantee of compensation or salary. The actual pay will vary based on factors including experience, qualifications, and skill level.

Equal Employment Opportunity Statement:

As an equal opportunity employer, Yugabyte is committed to a diverse workforce. Employment decisions regarding recruitment and selection will be made without discrimination based on race, color, religion, national origin, gender, age, sexual orientation, physical or mental disability, genetic information or characteristic, gender identity and expression, veteran status, or other non-job related characteristics or other prohibited grounds specified in applicable laws.

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