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 PlanObjective: Build partner-led expansion and selective net-new pipeline with high close rates1. 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 DeliveredPartner-attached = YesPartner commits to joint winAE present on first customer callCustomer agrees to proceedSAL accepted by AE within 48 hoursMetric 2: SAL → Closed Won Conversion RateTracked quarterly and rollingPrimary signal of:Opportunity qualityPartner readinessICP enforcementLower volume tolerated if conversion is strongAPJ explicitly prioritizes conversion quality over volume.3. APJ-Specific Operating Reality (Why This Plan Is Different)APJ pipeline characteristics:SI-led motion dominatesExpansion outweighs greenfieldLonger sales cyclesHigher trust required before customer accessFewer AEs, so fewer but cleaner SALs are criticalThis plan is designed for credibility-first execution.4. What the APJ PSE Is Allowed to Do (and Not Do)AllowedWork exclusively through partnersSpend time on partner enablement and shapingBuild Account Opening Plans at partner requestUse AE account plans for existing customersSay no to premature partner ideasNot AllowedCold outreach to customersCustomer meetings without AELogging pipeline without partner commitmentAdvancing “interest” without workload clarity5. APJ Partner Pipeline Motions (Two Motions, Different Weighting)Motion A (Primary): Existing Yugabyte Customers → Expansion via SI Partnersdominant APJ motion.Step-by-stepPull priority APJ Yugabyte customersIdentify:SI(s) already embeddedHyperscaler involvementCurrent Yugabyte footprintRequest AE account plan:Current use casesExpansion hypothesesKnown blockersEngage SI partner:Validate where SI can monetize expansionAlign Yugabyte value to SI delivery scopePrepare SI to introduce Yugabyte + AEFirst customer call = AE presentIf qualified → SAL deliveredExpectation:Fewer SALsHigher close rateExpansion-biased pipelineMotion B (Selective): Net-New Accounts → SI-Led EntryUsed sparingly and deliberately.Step-by-stepSI flags active customer engagementSI requests Yugabyte inputAPJ PSE builds Account Opening Plan:Customer overviewIndustry and region contextKnown tech signalsHypothesized Yugabyte fitReview plan with SISI confirms Yugabyte relevanceSI invites AE + Yugabyte to customer callAE evaluates fit liveIf qualified → SAL deliveredNo SI sponsorship = no motion.6. Account Opening Plan (APJ Standard)More frequently used in APJ than US.Must include:Customer regional footprintRegulatory and data residency considerationsKnown cloud and infra postureSI-led project contextWhy Yugabyte helps SI win or expandThis plan is a partner enablement asset, not a sales deck.7. SAL Quality Bar (APJ)An opportunity becomes an SAL only if:Partner-attached = YesSI explicitly commits to joint pursuitAE present on first customer callCustomer confirms active initiativeUse case aligns to ICPClear next step scheduledAnything else → partner nurture.8. Weekly Operating Rhythm (APJ)Every WeekFewer, deeper partner conversations (5–7)2–3 opportunity shaping efforts1–2 AE-present customer callsContinuous partner enablement
Job Title
Partner Sales Executive