BrowserStack - Channel Sales Role

About BrowserStack:

What do Microsoft, The Gap, Royal Bank of Scotland, Lockheed Martin, and top Open Source projects like Angularjs have in common? They all use BrowserStack, as do over 25,000 other customers!

BrowserStack is the innovation leader in the fast-growing market for automated application testing. Since launching in 2011, our mission has been bold yet simple: To be the testing infrastructure for the internet. 6 years and billions of tests later, we are ready for our next phase of hyper-growth. Bootstrapped for the first 6 years, we continue to be profitable since inception with a near exponential growth in customers around the globe. Recently, we closed $50M in Series A funding from Accel. We are looking for smart, innovative, and driven people to join us on the journey to creating the next great B2B SaaS company

Role Overview:

The primary responsibility of this role is to focus on extending BrowserStack's business model through the recruitment and development of a portfolio of consulting, services, and reseller Partners. We are looking for an exceptional individual who understands the channel business. Recruiting and enabling partners is a large part of the position, as is the ability to build great relationships with different partners and large organisations while closing new and expansion business.

The team is based in Mumbai, with lead coverage around the globe, and sales coverage for all territories across the globe.

Responsibilities:

- Be the go-to person for the Channel Sales program

- Identify and develop relationships with key Global System Integrators, Resellers & Solutions Partners.

- Identify, recruit and enable new partners to deliver the program's goals

- Drive team to overall revenue quota that is associated with the overall partnership plan and strategy.

- Ensure partner engagement on product campaigns and marketing activities

- Collaborate with other channel managers, enablement, sales, programs, other key functions for partner success in the region

Requirements:

- A solid understanding of Channel Partner business models and what roles Partners can play to help solve, sell, and add services with software products.

- 4+ years of experience and a proven track record of developing and managing a strategic alliance.

- Previous experience managing large SIs (IBM/Accenture/Capgemini) is a big plus.

- Successful experience and performance against sales targets

- Understanding of the cloud infrastructure ecosystem.

- Experience working in start-up environments.

Benefits:

Our benefits include a competitive salary, bonus, and equity program, 100% company-paid medical insurance, a flexible and generous vacation policy, daily catered lunch, free snacks, etc