Partner Solutions Architect (India GSI)

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. OVERVIEW OF THE ROLE As an Ecosystem Solutions Architect, you'll be a trusted advisor to GitLab's partners, helping them understand how GitLab's DevSecOps platform can power differentiated, services-led solutions and generate repeatable, partner-sourced revenue. You'll support the Ecosystem Sales Managers, whose role is to work with field account teams to achieve their revenue goals by leveraging partners to scale the quantity, value, and strategic relevance of deals. Like all GitLab Solutions Architects, you are a trusted technical advisor who drives and manages the technology evaluation and validation stages, speaks about technology in industry-standard terms rather than GitLab-specific language, and creates reusable technical assets that scale across the region. The differentiator in this seat is the GSI lens: you build with and through the integrator, not only for an end customer. WHAT YOU'LL DO  * Collaborate with Ecosystem Sales Managers and partner sales leaders to shape and execute Partner Activation Plans that drive partner-sourced pipeline and GitLab adoption. * Own the technical aspects of partner activation, including building and delivering demos, reference architectures, and workshops that support contribution, commitment, and capability activation. * Serve as the Directly Responsible Individual on partner technical activation plans, ensuring technical risks and gaps are identified, addressed, and aligned to mutual GitLab, partner, and customer outcomes. * Build and maintain strong relationships with technical and business stakeholders at partners so they progress from awareness to actively leading high-value activities like deal registrations and solution development. * Act as the partner advocate to internal teams by sharing field feedback and insights with Product, Engineering, Sales, Marketing, and Partner Enablement to influence roadmap and programs. MUST HAVES * India-based and authorized to work in India (Bangalore, Mumbai, or Delhi). * Senior-level technical pre-sales / Solutions Architect / sales engineering experience; able to guide stakeholders through solution design and evaluation. * Proficiency across the end-to-end software development lifecycle, modern DevSecOps practices, and CI/CD workflows; hands-on experience with GitLab or a comparable source-control / CI-CD / DevSecOps platform, with the ability to map platform capabilities to customer use cases. * Demonstrated experience working with or leadership roles inside India-based GSIs — partner-facing or delivery/practice side. This is the line that makes it a GSI hire, not a generic SA. * Channel / cloud / partner-ecosystem fluency: understands partner-sourced motion, deal registration, co-sell, and services-led GTM — not a direct-sales-only background. * Communicates credibly from practitioner to executive; can own a technical activation plan as the DRI. * Embraces AI as a core productivity multiplier and incorporates it into daily workflow. NICE TO HAVES * An existing network inside one or more of the named GSIs. - not merely as a line-worker, though * Experience standing up partner delivery practices, enablement tracks, or certification programs. * Cloud-marketplace / hyperscaler co-sell familiarity (AWS or GCP) — a plus, not a requirement. * Depth in GitLab, AI development, Kubernetes, infrastructure-as-code, or application security (SAST/DAST). * Coverage value beyond India proper (APAC GSI delivery hubs).   HOW GITLAB WILL SUPPORT YOU * Benefits to support your health, finances, and well-being * Flexible Paid Time Off  * Team Member Resource Groups * Equity Compensation & Employee Stock Purchase Plan * Growth and Development Fund * Parental leave * Home office support HIRING PROCESS Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * Benefits to support your health, finances, and well-being * Flexible Paid Time Off  * Team Member Resource Groups * Equity Compensation & Employee Stock Purchase Plan * Growth and Development Fund * Parental Leave  Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Zscaler

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for a Senior Partner Business Manager, GSI to join our team. This is a hybrid position based in Bangalore role, reporting to the Sr. Director, Alliance Partners in the WW Alliances & Channels department. This role will lead the strategic expansion of our platform within our Global System Integrator (GSI) ecosystem. This is a high-impact, "builder" role that requires a unique blend of technical depth, commercial acumen, and the ability to influence large, complex organizations. You will be responsible for architecting the technical and business value proposition that allows GSIs to wrap their services around Zscaler, ensuring that Zscaler remains the definitive security anchor for their multi-million dollar digital transformation projects. What you’ll do (Role Expectations) * Drive the commercial sales strategy and "Go-to-Market" approach for the Zscaler product suite through our GSI partners in India, identifying high-potential teams and collaborating on complex, large-scale cloud security migrations * Lead the engagement cycle with GSI partners, translating Zscaler’s technical capabilities into quantifiable business outcomes, ROI models, and managed service pricing structures that resonate with stakeholders and global end-customers * Act as the bridge between technical architects and commercial sales teams to structure complex proposals for multi-year, multi-tower outsourcing deals, ensuring Zscaler is integrated into standard reference architectures * Oversee the technical Proof of Value (PoV) process within GSI accounts, ensuring that technical success criteria are directly aligned with the commercial milestones of a larger digital transformation contract * Enable and educate internal GSI teams while serving as the definitive voice of the partner to synthesize field feedback and influence the Zscaler platform roadmap Who You Are (Success Profile) * You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. * You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. * You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. * You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. * You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. What We’re Looking for (Minimum Qualifications) * Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain * 10+ years of experience in technical sales, business development, or consulting, specifically working with or for Global System Integrators * Proven expertise in business development, global alliances, and executing strategic initiatives with a strong techno-commercial mindset * Demonstrated track record of structuring complex commercial deals, including consumption-based models and managed services pricing What Will Make You Stand Out (Preferred Qualifications) * Experience collaborating with GSI partners to co-develop AI-forward security services or leveraging AI tools to optimize complex commercial structures for large-scale multi-tower outsourcing deals * Solid understanding of Cloud, Security, SASE, Zero Trust, and the broader cybersecurity landscape * Exceptional presentation skills with a proven ability to influence stakeholders at all levels of a GSI organization, ideally paired with a technical degree or MBA #LI-Hybrid #LI-SP4 At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: * Various health plans * Time off plans for vacation and sick time * Parental leave options * Retirement options * Education reimbursement * In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

Databricks

SLSQ127R200 As a Partner Solutions Architect (PSA) for India, you will work with the technical and sales team members who work directly with our customers. You will develop 'technical champions' within our top Partners, providing enablement on technical matters related to the Databricks product. Working with our partners, you will help our customers to achieve tangible data-driven outcomes through the use of our Databricks Lakehouse Platform, helping data teams complete projects and integrate our platform into their enterprise Ecosystem. As a member of our team, you will exercise and develop expertise in those areas, using open-source projects such as Apache Spark™, MLflow, and Delta Lake; and major public cloud infrastructure and services. the product. You will use this expertise to become a trusted advisor to C&SI partners. The impact you will have: * Provide partners with the level of enablement they need to assist their clients in evaluating and adopting Databricks including hands-on Apache Spark™ programming and integration with the wider cloud ecosystem * Engage with the partner technical community by leading workshops, seminars, and meet-ups * You will be a Big Data Analytics expert on aspects of architecture and design and will share this with our partner network * Show expertise by producing creative technical solutions and blog posts What we look for: * 8 years of customer facing experience working with external clients or partners across a variety of industry markets * Core strength in either data engineering or data science * Experience demonstrating technical concepts, including presenting and whiteboarding * Experience developing architectures within a public cloud (AWS, Azure, or GCP) * Hands on experience in SQL, Python, Scala, or Java * Expertise in at least one of the following: * Data Engineering technologies (Ex: Apache Spark™, Hadoop, Kafka) * Data Warehousing (Ex: SQL, OLTP/OLAP/DSS) * Data Science and Machine Learning technologies (Ex: pandas, scikit-learn, HPO) About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.