Global Channels Sales Leader, Testing Automation

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About The Role

ai's global channel sales motion for our Testing product line. This is a high-impact individual contributor role that blends strategic partner development with hands-on execution. You will be the engine behind our testing partner ecosystem — activating and deepening relationships with global and regional Systems Integrators (SIs) who have established testing practices, recruiting new SI and reseller partners, and co-selling to accelerate revenue at scale.

Testing is one of the fastest-growing segments in enterprise software delivery, and SIs sit at the center of that growth. ai Testing into SI delivery methodologies, center-of-excellence programs, and client engagement models so that partner-sourced pipeline becomes a consistent, compounding revenue driver globally.

Key Responsibilities

SI Activation Testing Practice Development Map the SI Testing Landscape: Map the global SI landscape for testing: identify partners with dedicated QA/testing practices, automation competencies, or active software quality initiatives — and build a tiered engagement plan by partner size, geography, and technical alignment. ai Testing into their existing delivery frameworks, quality methodologies, and client-facing service offerings. ai a preferred platform for test automation and continuous testing.

ai Testing with confidence. Own Testing Enablement: Own SI enablement for testing: design and deliver structured onboarding programs covering platform capabilities, competitive positioning, test automation best practices, and implementation methodology. Certify SI delivery teams end-to-end.

ai is embedded in strategic planning cycles, client proposals, and partner growth roadmaps. Channel Strategy Partner Recruitment Analyze Coverage Gaps: Identify whitespace across global territories where the direct sales team lacks coverage or where SI-led motions can access new enterprise accounts. Build a targeted recruitment plan to fill those gaps with high-fit testing-focused partners.

Recruit Strategic Partners: Recruit, onboard, and activate net-new SIs, regional resellers, and global delivery partners with proven testing expertise or adjacent competencies in DevOps, QA, and application lifecycle management. Own Partner Business Plans: Lead structured joint business planning with each strategic partner — establishing revenue targets, testing practice development milestones, enablement commitments, and co-sell activity goals with quarterly business reviews. Channel Revenue Execution Drive Partner-Sourced Pipeline: Work side-by-side with SI partners to identify, qualify, and progress testing-related opportunities.