Partner Sales Executive

At

Yugabyte , we are on a mission to become the default transactional database for enterprises building cloud-native applications. YugabyteDB is our PostgreSQL-compatible distributed database for cloud-native apps. Resilient, scalable, and flexible, it runs on any cloud and enables developers to become instantly productive using well-known APIs.We are looking for talented and driven people to join us on our ambitious mission and help us build a lasting and impactful company.The transactional database market is estimated to grow to $64B by 2025. YugabyteDB is cloud-native by design, has on-demand horizontal scalability, and supports geographical distribution of data using built-in replication. This means that we are well-positioned to meet market demand for geo-distributed, high-scale, high-performance workloads.

The Mission:

APJ is a face-to-face culture, not a Zoom culture. We need a physical presence in Bangalore to win. You are the \"boots on the ground\" responsible for a Cold Start rescue mission of our regional pipeline. You will be tasked with extracting deals from our high-power banking ISVs (Mindgate, Infosys Finacle, Intellect Design) and unblocking Tier-1 deals (Aramco, HSBC, AirAsia) currently stalled by execution bandwidth.

What You’ll Do: The Banking Flywheel:

Leverage Mindgate’s 55% UPI market share to extract Yugabyte expansion opportunities across the Indian banking ecosystem. Face-to-Face Extraction:

Physically engage with partners and customers in-region to build the \"Trust Equity\" required to displace incumbents like Oracle. The \"Nag\" Cycle:

Provide constant, daily follow-up and coordination for complex deals like

Phoenix , ensuring Wipro and TCS teams are equipped and motivated to push Yugabyte. Unblock the Logjam:

Transform \"Stalled\" leads into \"Active\" deals by producing the technical artifacts and account plans that our AEs are currently too busy to create.

What Success Looks Like (The Scorecard): Activity:

20+ Joint 1st Meetings (JFM) per month. Velocity:

100% SLA on \"Solution Sketch\" delivery within 48-72 hours. Output:

Generation of 4+ Sales Accepted Leads (SALs) per month. The Goal:

Maintain a 3x weighted pipeline to ensure we hit 2x the regional revenue target.

Requirements: 10+ years experience in the APJ/India Partner Ecosystem (FSI experience is a massive pus). Based in Bangalore with a willingness to travel for high-touch partner engagement. Expert at extracting value from GSIs (Wipro/TCS) and ISVs (Mindgate/Infosys). Strategic mindset: You forewarn and plan for the Sales Engineering support required to fuel your pipeline.

APJ Partner Sales Executive – Pipeline Execution Plan Objective: Build partner-led expansion and selective net-new pipeline with high close rates 1. Role Charter (APJ PSE) The APJ Partner Sales Executive role exists to: Deliver high-quality Sales Accepted Leads (SALs) via partners. Drive SAL → Closed Won conversion through rigorous partner qualification and expansion-led motions. not a direct sales role. not net-new outbound. This is a partner-orchestrated pipeline role. APJ success favors fewer, higher-quality SALs with strong partner sponsorship.

2. Success Metrics (Comp & Performance Locked) APJ PSE compensation and performance are based on both metrics: Metric 1: SALs Delivered Partner-attached = Yes Partner commits to joint win AE present on first customer call Customer agrees to proceed SAL accepted by AE within 48 hours

Metric 2: SAL → Closed Won Conversion Rate Tracked quarterly and rolling Primary signal of: Opportunity quality Partner readiness ICP enforcement Lower volume tolerated if conversion is strong

APJ explicitly prioritizes conversion quality over volume.

3. APJ-Specific Operating Reality (Why This Plan Is Different) APJ pipeline characteristics: SI-led motion dominates Expansion outweighs greenfield Longer sales cycles Higher trust required before customer access Fewer AEs, so fewer but cleaner SALs are critical

This plan is designed for credibility-first execution.

4. What the APJ PSE Is Allowed to Do (and Not Do) Allowed Work exclusively through partners Spend time on partner enablement and shaping Build Account Opening Plans at partner request Use AE account plans for existing customers Say no to premature partner ideas

Not Allowed Cold outreach to customers Customer meetings without AE Logging pipeline without partner commitment Advancing “interest” without workload clarity

5. APJ Partner Pipeline Motions (Two Motions, Different Weighting) Motion A (Primary): Existing Yugabyte Customers → Expansion via SI Partners dominant APJ motion. Step-by-step Pull priority APJ Yugabyte customers Identify: SI(s) already embedded Hyperscaler involvement Current Yugabyte footprint Request AE account plan: Current use cases Expansion hypotheses Known blockers Engage SI partner: Validate where SI can monetize expansion Align Yugabyte value to SI delivery scope Prepare SI to introduce Yugabyte + AE First customer call = AE present If qualified → SAL delivered Expectation: Fewer SALs Higher close rate Expansion-biased pipeline

Motion B (Selective): Net-New Accounts → SI-Led Entry Used sparingly and deliberately. Step-by-step SI flags active customer engagement SI requests Yugabyte input APJ PSE builds Account Opening Plan: Customer overview Industry and region context Known tech signals Hypothesized Yugabyte fit Review plan with SI SI confirms Yugabyte relevance SI invites AE + Yugabyte to customer call AE evaluates fit live If qualified → SAL delivered No SI sponsorship = no motion.

6. Account Opening Plan (APJ Standard) More frequently used in APJ than US. Must include: Customer regional footprint Regulatory and data residency considerations Known cloud and infra posture SI-led project context Why Yugabyte helps SI win or expand

This plan is a partner enablement asset, not a sales deck.

7. SAL Quality Bar (APJ) An opportunity becomes an SAL only if: Partner-attached = Yes SI explicitly commits to joint pursuit AE present on first customer call Customer confirms active initiative Use case aligns to ICP Clear next step scheduled

Anything else → partner nurture.

8. Weekly Operating Rhythm (APJ) Every Week Fewer, deeper partner conversations (5–7) 2–3 opportunity shaping efforts 1–2 AE-present customer calls Continuous partner enablement