Partner Account Executive

2w2 weeks ago

YugabyteDB

IN · Full-time · INR 2,500,000 – INR 5,000,000

About this role

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, resilient, scalable, and flexible. We seek a highly driven Partner Sales Executive to lead partner-driven pipeline development across the India market.

This role focuses on activating strategic partners, generating high-quality opportunities, and accelerating deal momentum within enterprise accounts. It operates as a critical link between partners and the sales organization. Partner-led opportunities are well-qualified, properly positioned, and effectively executed.

Day-to-day involves developing relationships with Global System Integrators (GSIs), System Integrators (SIs), and strategic partners. Shape opportunities in collaboration with partners before transitioning to Account Executives. Coordinate across partners, Account Executives, and Sales Engineering teams to maintain momentum.

Success comes from delivering 4+ high-quality Sales Accepted Leads (SALs) per month and strong conversion rates. Focus on expanding existing customer relationships through partner engagement. Join the database revolution as enterprises migrate from legacy RDBMSs to YugabyteDB.

Requirements

5+ years of experience working within the India partner ecosystem
Experience developing relationships with Global System Integrators (GSIs) and System Integrators (SIs)
Proven track record in partner-led pipeline development and execution
Expertise in shaping and qualifying enterprise opportunities to Sales Accepted Lead (SAL) criteria
Ability to accelerate deals by addressing blockers and coordinating cross-functional teams
Familiarity with enterprise account planning and solution positioning
Strong understanding of partner alignment and commitment in sales processes
Experience supporting expansion within existing customer accounts via partners

Responsibilities

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
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
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
Focus on expanding existing customer relationships through partner engagement and identifying new use cases