About Digital.ai

Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world's largest organizations to build, test, secure, and deliver high-quality software. By unifying AI-driven insights, automation, and security across the software development lifecycle, Digital.ai empowers enterprises to deliver innovation with confidence. Trusted by 5,000 global enterprises, Digital.ai is redefining how enterprises build better software in an AI-driven world. Additional information about Digital.ai can be found at digital.ai and on Twitter, LinkedIn, and YouTube.

About the Role:

We are hiring a Channel Sales Specialist to own and grow Digital.ai's global channel sales motion for our Testing product line. This is a high-impact individual contributor role that blends strategic partner development with hands-on execution. You will be the engine behind our testing partner ecosystem — activating and deepening relationships with global and regional Systems Integrators (SIs) who have established testing practices, recruiting new SI and reseller partners, and co-selling to accelerate revenue at scale.

Testing is one of the fastest-growing segments in enterprise software delivery, and SIs sit at the center of that growth. This role is specifically designed to unlock SI-led demand: you will embed Digital.ai Testing into SI delivery methodologies, center-of-excellence programs, and client engagement models so that partner-sourced pipeline becomes a consistent, compounding revenue driver globally.

Key Responsibilities:

SI Activation & Testing Practice Development

Map the SI Testing Landscape: Map the global SI landscape for testing: identify partners with dedicated QA/testing practices, automation competencies, or active software quality initiatives — and build a tiered engagement plan by partner size, geography, and technical alignment.
Activate SI Testing Practices: Activate SI testing practices by embedding Digital.ai Testing into their existing delivery frameworks, quality methodologies, and client-facing service offerings. Work with SI practice leads and CoE directors to make Digital.ai a preferred platform for test automation and continuous testing.
Build Joint Testing Solutions: Develop joint solution offerings with key SIs — co-creating testing service packages, reference architectures, and implementation playbooks that enable SI consultants to position and deliver Digital.ai Testing with confidence.
Own Testing Enablement: Own SI enablement for testing: design and deliver structured onboarding programs covering platform capabilities, competitive positioning, test automation best practices, and implementation methodology. Certify SI delivery teams end-to-end.
Drive Executive Alignment: Establish and grow Executive Sponsorship with SI testing practice leaders, QA heads, and delivery directors to ensure Digital.ai is embedded in strategic planning cycles, client proposals, and partner growth roadmaps.

Channel Strategy & Partner Recruitment

Analyze Coverage Gaps: Identify whitespace across global territories where the direct sales team lacks coverage or where SI-led motions can access new enterprise accounts. Build a targeted recruitment plan to fill those gaps with high-fit testing-focused partners.
Recruit Strategic Partners: Recruit, onboard, and activate net-new SIs, regional resellers, and global delivery partners with proven testing expertise or adjacent competencies in DevOps, QA, and application lifecycle management.
Own Partner Business Plans: Lead structured joint business planning with each strategic partner — establishing revenue targets, testing practice development milestones, enablement commitments, and co-sell activity goals with quarterly business reviews.

Channel Revenue Execution

Drive Partner-Sourced Pipeline: Work side-by-side with SI partners to identify, qualify, and progress testing-related opportunities. Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals where needed.
Achieve Revenue Targets: Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the global testing partner book of business. Maintain clean pipeline hygiene in Salesforce.
Expand Cloud Marketplace Revenue: Develop and execute marketplace go-to-market strategies with AWS, Google Cloud, and Azure where SI partners are transacting testing solutions. Build alignment with marketplace sales teams for co-sell referrals and committed spend programs.
Manage Channel Conflict: Define and maintain clear rules of engagement between direct and indirect teams. Resolve channel conflict quickly and fairly to protect partner trust.

Partner Enablement & Ecosystem Success

End-to-End Enablement: Deliver a structured enablement program for each partner: sales training, technical certification, competitive positioning for testing, and services alignment. Ensure every active SI partner can sell and implement Digital.ai Testing independently.
Manage the Partner Portal: Maintain the partner portal as the operational hub of the testing ecosystem: deal registration, content library, certification tracking, and pipeline visibility.
Drive Co-Marketing Execution: Collaborate with Digital.ai's marketing team to co-develop testing-focused demand generation campaigns, event participation, joint messaging, and co-branded assets — translating programs into partner-level pipeline outcomes.
Serve as the Internal Partner Advocate: Represent partner needs and feedback across sales, product, customer success, and executive leadership. Champion the testing partner ecosystem internally.

Cross-Functional Collaboration

Align with Direct Sales: Build trusted relationships with Testing Account Executives and Enterprise Account Managers. Participate in joint account plans for partner-overlay opportunities.
Coordinate Executive Engagement: Orchestrate executive touchpoints between Digital.ai leadership and SI testing practice executives to reinforce commitment and accelerate strategic deals.
Collaborate with Professional Services: Ensure SI delivery teams have access to the technical resources, professional services capacity, and implementation support needed to deliver successful testing outcomes for shared clients.

What You Will Bring

Required Experience

7+ years of channel sales experience in enterprise software, with a clear track record building and scaling indirect revenue programs — ideally with testing, QA, or DevOps product lines.
Deep familiarity with SI partner models: how global and regional SIs build practices, staff delivery teams, structure client engagements, and evaluate technology partnerships.
Demonstrated success activating SIs with existing testing or QA practices — embedding vendor platforms into partner delivery methodologies and converting practice development into consistent pipeline.
Proven record recruiting, onboarding, and activating net-new channel partners who become consistent revenue contributors within 6 to 12 months.
History of meeting or exceeding partner-sourced revenue targets, with a disciplined approach to pipeline management, forecasting, and deal execution.
Familiarity with test automation, continuous testing, or software quality — enough to speak credibly with SI practice leads, QA architects, and delivery directors.
Experience with cloud marketplace co-sell motions (AWS, Google Cloud, Azure), including private offer structuring and marketplace-originated pipeline.

Skills & Competencies

Ability to influence and build credibility with C-level SI executives, testing practice leads, and field-level delivery consultants simultaneously.
Structured thinker who can translate market analysis into a prioritized partner plan — and then execute independently without significant oversight.
Strong written and verbal communicator; able to craft partner-facing enablement materials, internal business reviews, and executive briefings with equal effectiveness.
Salesforce proficiency with a disciplined approach to data hygiene, deal registration, and partner activity tracking.
Comfortable operating globally across diverse time zones, cultures, and partner engagement models.
Comfortable in high-growth, fast-changing environments where process is still being built and ambiguity is the norm.

Why Digital.ai

Digital.ai offers phenomenal benefits such as:

Competitive salary with performance-based incentives
Mobile & Internet Reimbursement – INR 1500 per month
Medical Insurance for Employee and their family members including Parents / In-laws
Personal Accident Insurance & Term Life Insurance for Employee
42 Days Leave in a Calendar Year, 5 Days Bereavement, & 1 Day Work Anniversary
Paternity Leave – 10 working days
Maternity Leave – per statutory requirements (26 Weeks)
Long Service Award
Unlimited access to continuous learning and professional development with TalentLMS
Opportunity to work with a diverse global team

All are welcome to apply. We maintain compliance with federal, state, and local laws that prohibit employment discrimination on the basis of age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation.

For individuals with disabilities who would like to request accommodation, please advise us within your job application or cover letter.

FRAUD PREVENTION ALERT: please note that Digital.ai does not use third party recruiters. In our efforts to protect you against impersonation please check the email address or if you are contacted by an unfamiliar/third party requesting please reach out directly to Digital.ai.

Global Channel Sales Leader