Partner Account Executive at Yugabyte

<div class="content-intro"><p>Yugabyte is the company behind <strong>YugabyteDB</strong>, 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.</p> <p>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.</p> <p>Our Yugabeings (distributed, like our database) span 12+ countries and multiple time zones, sharing expertise from diverse backgrounds and industries.</p></div><p><strong>Preferred Locations:</strong></p> <p><strong>Bengaluru, Karnataka</strong><br><strong>India</strong></p> <h2><strong>Overview</strong></h2> <p>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.</p> <p>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.</p> <h2><strong>Key Responsibilities</strong></h2> <h3><strong>Partner-Led Pipeline Development</strong></h3> <ul> <li>Develop and manage relationships with Global System Integrators (GSIs), System Integrators (SIs), and strategic partners</li> <li>Drive pipeline through partner-led engagement models</li> <li>Ensure strong partner alignment and commitment on all opportunities</li> </ul> <h3><strong>Opportunity Qualification and Execution</strong></h3> <ul> <li>Shape and qualify opportunities in collaboration with partners before transitioning to Account Executives</li> <li>Ensure all opportunities meet Sales Accepted Lead (SAL) criteria, including partner sponsorship and customer commitment</li> <li>Maintain a high standard for opportunity quality and conversion potential</li> </ul> <h3><strong>Deal Acceleration</strong></h3> <ul> <li>Support complex enterprise opportunities by developing account plans, solution positioning, and supporting materials</li> <li>Coordinate across partners, Account Executives, and Sales Engineering teams to maintain deal momentum</li> <li>Proactively identify and address blockers in the sales process</li> </ul> <h3><strong>Expansion Strategy</strong></h3> <ul> <li>Focus on expanding existing customer relationships through partner engagement</li> <li>Identify new use cases and opportunities within current accounts</li> <li>Align partner delivery capabilities with customer needs</li> </ul> <h2><strong>Success Metrics</strong></h2> <ul> <li>Delivery of 4+ high-quality Sales Accepted Leads (SALs) per month</li> <li>Strong SAL to Closed Won conversion rates</li> <li>Consistent partner engagement and opportunity progression</li> <li>Timely delivery of solution artifacts and account plans (within 48–72 hours)</li> <li>Maintenance of a healthy pipeline aligned with regional targets</li> </ul> <h2><strong>Qualifications</strong></h2> <ul> <li>5+ years of experience working within the India partner ecosystem</li> <li>Proven experience collaborating with GSIs, SIs, or strategic partners</li> <li>Strong understanding of enterprise sales processes and multi-stakeholder deal cycles</li> <li>Ability to build structured account plans and drive execution across multiple teams</li> <li>Excellent communication, coordination, and relationship management skills</li> </ul> <h2><strong>Preferred Experience</strong></h2> <ul> <li>Experience in data infrastructure, databases, or enterprise software environments</li> <li>Familiarity with partner-led sales motions and co-selling models</li> <li>Background in managing or supporting complex, multi-party enterprise deals</li> </ul> <h2><strong>What Sets This Role Apart</strong></h2> <ul> <li>Focus on partner orchestration

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