Lead/Senior Lead - Channel Sales (Remote - Bangalore/ Delhi NCR)

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