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:

• 5+ years experience in the APJ/India Partner Ecosystem (FSI experience is a massive plus).
• 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

1. Pull priority APJ Yugabyte customers
2. Identify:

• SI(s) already embedded
• Hyperscaler involvement
• Current Yugabyte footprint

1. Request AE account plan:

• Current use cases
• Expansion hypotheses
• Known blockers

1. Engage SI partner:

• Validate where SI can monetize expansion
• Align Yugabyte value to SI delivery scope

1. Prepare SI to introduce Yugabyte + AE
2. First customer call = AE present
3. 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

1. SI flags active customer engagement
2. SI requests Yugabyte input
3. APJ PSE builds Account Opening Plan:

• Customer overview
• Industry and region context
• Known tech signals
• Hypothesized Yugabyte fit

1. Review plan with SI
2. SI confirms Yugabyte relevance
3. SI invites AE + Yugabyte to customer call
4. AE evaluates fit live
5. 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 (57)
• 23 opportunity shaping efforts
• 12 AE-present customer calls
• Continuous partner enablement