Partner Account Executive

Yugabyte is the company behind YugabyteDB, the AI-ready, multi-modal, distributed PostgreSQL database for cloud-native apps. Trusted by industry leaders including Shopify, Paramount+, GM, Kroger, Fiserv, and NPCI, YugabyteDB has been deployed in over 100 countries and powers more than 5 million clusters worldwide.

Together, our hard-working team of experts and our industry-leading technology are uniquely positioned to meet the demands of modern workloads: geo-distributed, ultra-resilient, and built to scale without limits.

Our Yugabeings (distributed, like our database) span 12+ countries and multiple time zones, sharing expertise from diverse backgrounds and industries.

Preferred Locations:

Bengaluru, Karnataka
India

Overview

We are seeking a highly driven Partner Sales Executive to lead partner-driven pipeline development and execution across the India market. This role is focused on activating strategic partners, generating high-quality opportunities, and accelerating deal momentum within enterprise accounts.

This is not a traditional quota-carrying Account Executive role. Instead, the Partner Sales Executive operates as a critical link between partners and the sales organization, ensuring that partner-led opportunities are well-qualified, properly positioned, and effectively executed.

Key Responsibilities

Partner-Led Pipeline Development

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

Opportunity Qualification and Execution

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
Maintain a high standard for opportunity quality and conversion potential

Deal Acceleration

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
Proactively identify and address blockers in the sales process

Expansion Strategy

Focus on expanding existing customer relationships through partner engagement
Identify new use cases and opportunities within current accounts
Align partner delivery capabilities with customer needs

Success Metrics

Delivery of 4+ high-quality Sales Accepted Leads (SALs) per month
Strong SAL to Closed Won conversion rates
Consistent partner engagement and opportunity progression
Timely delivery of solution artifacts and account plans (within 48–72 hours)
Maintenance of a healthy pipeline aligned with regional targets

Qualifications

5+ years of experience working within the India partner ecosystem
Proven experience collaborating with GSIs, SIs, or strategic partners
Strong understanding of enterprise sales processes and multi-stakeholder deal cycles
Ability to build structured account plans and drive execution across multiple teams
Excellent communication, coordination, and relationship management skills

Preferred Experience

Experience in data infrastructure, databases, or enterprise software environments
Familiarity with partner-led sales motions and co-selling models
Background in managing or supporting complex, multi-party enterprise deals

What Sets This Role Apart

Focus on partner orchestration rather than direct sales ownership
Emphasis on quality and conversion over pipeline volume
High visibility role with direct impact on revenue generation
Opportunity to shape and scale partner-led go-to-market strategy in the India.

Equal Employment Opportunity Statement:

As an equal opportunity employer, Yugabyte is committed to a diverse workforce. Employment decisions regarding recruitment and selection will be made without discrimination based on race, color, religion, national origin, gender, age, sexual orientation, physical or mental disability, genetic information or characteristic, gender identity and expression, veteran status, or other non-job related characteristics or other prohibited grounds specified in applicable federal, state and local laws.

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