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
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 Objectives:
Ensure successful execution of Global GSI and Reseller business plan for BrowserStack.
Drive overall rhythm of business: QBRs, joint executive alignment and other strategic alignment/activities.
Drive the desired growth objective with the key GSI and Reseller partners in the region, meet quarterly and yearly sales achievement goals for the region.
Lead the development of sales pipeline, joint opportunities & growth plan with GSI and Reseller Partners in the region.
Develop and manage relationships with the GSI and Reseller partners across functional areas including sales, (product/service), presales, service delivery, marketing, alliance, and all other strategic functions.
Drive the integration of BrowserStack offerings with the GSI and Reseller partner’s Go to Market (GTM) initiatives.
Work with the GSI and Reseller Partner sales team to evangelize BrowserStack products and solutions.
Work with the BrowserStack sales force, country management & key stakeholders to evangelize & drive sales with GSI and Reseller partners.
Work closely with GSI and Reseller leads worldwide to drive revenue growth, opportunity pipeline & implement appropriate elements of the global partner plan including offering alignment, services, best practices alignment & key initiatives.
Build & execute, in coordination with partner technical account manager all enablement plans and strategies that drive adoption of BrowserStack products & solutions.
Work closely with strategic GTM functions with GSI and Reseller partners/Internal BrowserStack teams to evaluate new business opportunities, joint solutions and other ecosystem partner alignment for long-term success.
Develop proper channel coverage plan, and Reseller and/or distributor recruitment and on-boarding
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,TechMahindra, 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
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