Lead / Sr. Lead - Strategic Partnerships

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 position; however, the role requires the candidate to be based in Mumbai. Role in nutshell: BrowserStack is looking for Partnership Marketers across levels. This role will play a key role in identifying, building and scaling high-impact strategic partnerships to drive revenue, product adoption and long term growth. You will be a tireless and passionate advocate for our key target audiences - as such you will need to have a clear understanding of their problems, how they like to consume information, who they trust etc. This role will be at the intersection of marketing, sales, and product and require both strategic thinking and hands-on execution with the mindset to get things done. You will work closely with Sales and own partner strategy end to end- from sourcing and partnership structuring to launch, enablement and performance management.  Desired Experience: 6+ years of overall experience with at least 3+ years in Product Management, Product Marketing or B2B Sales at a technology-based Software Product company Ideal candidates would have  experience working cross functionally across Marketing,  Sales,  Product and collaborating with  deeply technical audiences like developers Experience in positioning technical products to both technical users and decision makers Great communication skills and ability to influence leadership and senior stakeholders in the organisation   What will you do? Identify, evaluate and prioritise partnership opportunities  Work closely with Sales and Product to develop clear value proposition and partnership model that helps launch and scale partnerships Lead partnership discussions end to end and work with Sales to navigate procurement and delivery cycles Drive partner enablement through workshops, executive briefings and co-marketing initiatives to deepen partner relationships and network Develop thought leadership content with a clearly articulated and differentiated POV around testing to build joint value propositions Define & Track the right metrics that show progression towards marketing goals 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