Global Channels Sales Leader
On-site · Bengaluru, Karnataka, India
Job Summary
Global Channels Sales Leader responsible for owning and growing Digital.ai's global channel sales motion for the Testing product line. Lead SI activation, partner recruitment, and co-sell execution with a focus on embedding Digital.ai Testing into SI delivery methodologies, building joint testing solutions, and enabling partners through structured onboarding. Drive executive alignment with SI testing practice leaders and QA heads, develop and execute partner business plans, and manage partner-derived pipeline and revenue across global territories. Collaborate with marketing and professional services to enable partners, maintain the partner portal, and ensure alignment with cloud marketplace go-to-market motions (AWS, Google Cloud, Azure).
Required Qualifications
- 7+ years of channel sales experience in enterprise software with a track record of building and scaling indirect revenue programs (ideally with testing, QA, or DevOps product lines)
- Deep familiarity with SI partner models: global and regional SIs, practices, staffing delivery, and partnerships
- Demonstrated success activating SIs with testing or QA practices—embedding vendor platforms into partner delivery methodologies and generating pipeline
- Proven record recruiting onboarding activating net-new channel partners who become revenue contributors within 6–12 months
- History of meeting or exceeding partner-sourced revenue targets with disciplined pipeline management, forecasting, and deal execution
- Familiarity with test automation, continuous testing, or software quality to communicate credibly with SI leads and QA architects
- Experience with cloud marketplace co-sell motions (AWS, Google Cloud, Azure) including private offer structuring and pipeline from marketplace
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