Identify, qualify, onboard, and activate new GSI relationships in the region, with a focus on partners that can create strategic enterprise access, services pull-through, and scalable delivery capability.
Create business cases, activation plans, and joint business plans for named GSIs, covering value proposition, target accounts, solution focus, enablement requirements, and pipeline goals.
Partner closely with regional sales leaders, account executives, partner sales, and solutions teams to show how GSIs can unlock larger deals, improve win rates, and increase coverage in strategic and enterprise accounts.
Lead account mapping, joint account planning, and opportunity planning between Atlassian sellers and partner teams.
Work with Partner Solutions, solution engineers, and partners’ practice leaders to build differentiated offerings on the Atlassian platform aligned to market demand in India.
Drive internal awareness and field confidence so sales teams see GSIs not as peripheral relationships, but as force multipliers in customer pursuits.
Orchestrate cross-functional execution with marketing, enablement, operations, finance, legal, and customer-facing teams to move partners from signed agreements to active market impact.
Track partner performance using clear metrics such as accreditations, practice readiness, joint pipeline, influenced and sourced ACV, account engagement, and time-to-first-win.
Run regular business reviews and governance cadences with partners and internal stakeholders to maintain momentum and accountability.
Act as the voice of the India market by feeding back partner insights, competitive dynamics, and customer needs into regional and global strategy.

Success in this role looks like turning a small set of priority GSIs into active, credible, solution-led Atlassian practices that generate pipeline, open executive doors, and deliver customer outcomes.