Sales Executive
Mondelēz International
Lead/Senior Lead - Channel Sales
BrowserStack
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇮🇳 India
Visit company websiteJob Level
Senior
Tech Stack
Cloud
About the role
- Own quarterly and annual partner-influenced and sourced revenue targets across assigned Tier 1 & Tier 2 SIs / GSIs and Resellers
- Drive joint pipeline creation through account mapping, solution positioning, and co-selling with sales teams.
- Identify and close strategic lighthouse wins with key GSIs in target verticals (BFSI, Retail, Manufacturing, Telecom, etc.).
- Build and manage joint business plans with clear KPIs, including revenue, pipeline growth, certifications, and marketing ROI.
- Strengthen BrowserStack’s sell-to positioning by ensuring BrowserStack solutions are embedded in GSI go-to-market plays.
- Develop and execute sell-with motions – joint pursuits, RFP participation, and account strategy alignment with partner account teams.
- Expand sell-through channels by enabling partner delivery teams to lead BrowserStack implementations across customer accounts.
- Drive enablement programs to train GSI presales, architects, and delivery teams on BrowserStack’s platform
- Build joint industry use cases / solution bundles that help partners sell BrowserStack’s platform as part of their broader transformation offerings.
- Enable co-marketing and demand-generation campaigns with marketing and partner teams to generate qualified opportunities.
- Build deep executive-level relationships with partner CXOs, practice heads, alliance leaders, and regional sales managers.
- Act as the trusted sales advisor to GSI practice teams and BrowserStack’s internal enterprise sellers.
- Partner closely with BrowserStack’s global Sales, Marketing, Product, and Customer Success teams to ensure alignment and execution excellence.
Requirements
- 8+ years of experience in enterprise technology sales, alliances, or channel management roles with exposure to GSIs and Tier 2 SIs.
- Proven success in partner-led sales, preferably within SaaS / DevOps / Testing / Cloud domains.
- Deep understanding of GSI sales structures, practice formation, and deal origination models.
- Demonstrated ability to own and exceed revenue targets in partner-sourced / influenced sales.
- Strong executive presence and experience working with practice leaders and alliance heads at partners like TCS, Infosys, Wipro, HCL, Accenture, etc.
- Exceptional relationship-building, negotiation, and joint GTM planning skills.
- BE/B.Tech / MBA preferred.
Benefits
- 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 home
- Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
enterprise technology salespartner-led salesSaaSDevOpsTestingCloudrevenue targetsaccount mappingsolution positioningRFP participation
Soft skills
relationship-buildingnegotiationjoint GTM planningexecutive presencecommunicationcollaborationstrategic thinkingleadershiptrainingalignment
Certifications
BEB.TechMBA
