Lead/senior Lead

Who are we and what do we do BrowserStack is the world s leading cloud-based software testing platform empowering over 50 000 customers including Amazon Microsoft Meta and Google to deliver high-quality software at speed Founded in 2011 by Ritesh Arora and Nakul Aggarwal the company has grown to support more than two million tests daily across 22 global data centers providing instant access to 35 000 real devices and browsers With over 1 200 employees and a remote-first approach BrowserStack operates at the intersection of scale reliability and innovation Its suite of products spans manual and automated testing visual regression accessibility and test management all designed to simplify the testing process for modern development teams Behind the scenes BrowserStack continues to push the boundaries with AI capabilities like smart test case generation and design flakiness detection auto-healing and more helping teams reduce maintenance overhead debug faster and catch issues earlier in the development lifecycle Recognized for its innovation and growth BrowserStack has been named to the Forbes Cloud 100 list for four consecutive years With backing from investors like Accel Bond and Insight Partners the company continues to expand its product offerings and global footprint Joining BrowserStack means being part of a mission-driven team dedicated to shaping the future of software testing Location This is a remote opportunity But the base location of the role holder has to be either Bangalore Delhi NCR About the Role This is a high-impact role at the intersection of alliances enterprise sales and partner-led growth As a Lead Senior Lead - Channel Sales you will be the strategic interface between BrowserStack and its Tier 1 and Tier 2 System Integrator SI GSI partners globally with a clear charter to drive revenue build pipeline and scale joint go-to-market motions You will report to the Director - Channels Ecosystem and be directly responsible for the sell-to and sell-through motions with partners such as TCS Infosys Wipro Cognizant Tech Mahindra HCL Tech LTIMindtree Accenture and Capgemini as well as emerging Tier 2 specialist and boutique partners in the DevOps Testing ecosystem Key Responsibilities 1 Partner Revenue Sales Acceleration - 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 2 Sell-To Sell-With Sell-Through Execution - 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 3 Partner Enablement GTM Execution - 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 4 Relationship Stakeholder Management - 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 Experience - 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 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 home Remote-First Allowance for home office setup connectivity accessories co-working spaces wellbeing to ensure an amazing remote work experience