Ecosystem Sales Manager - Remote

Overview

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. 

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.

An overview of this role

A strong partner ecosystem is crucial in the success and growth of GitLab's business. Partners are a strategic imperative for GitLab's continued growth and market expansion. As customer requirements become more complex we need partners with capability and capacity to help customers implement, support and grow their usage of GitLab. We work closely with cross functional leadership to ensure partners are integrated throughout the sales cycle both pre and post sales. Partner Account Managers (Internal name is Ecosystem Sales Managers) are critical in recruiting and building relationships with partners. Partner Account Managers (Internal name is Ecosystem Sales Managers) also work with partners to establish and measure goals and performance including pipeline, revenue generation and growing their overall GitLab practice.

All individual contributors are referred to as "Ecosystem Sales Managers" or "ESM" and share the same primary requirements, responsibilities, and performance indicators.

What you'll do

Responsibilities: Manage ecosystem partner initiatives, develop strategic plans for ecosystem partner growth.

Interaction: Regular communication both internally and externally with partners.

Impact: Significant influence on strategic decisions and ecosystem partner performance.

• Coordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives.
• Build, maintain, and manage relationships with the Gitlab field sales organization.
• Proactively engage with GitLab AEs, ASMs and geo leadership.
• Work closely with regional System Integrators, Solution providers, Managed Services Partners and Hyperscalers (AWS, Google,etc)
• Design and execute comprehensive joint business plans with partners, including detailed partner account mapping, go-to-market strategies, and governance models to ensure a robust and mutually beneficial relationship.
• Identify and support regional-specific demand generation/pipeline building activities with strategic partners.
• Contribute to quarterly business reviews (QBRs) within your assigned territory.
• Participate in annual planning within the Ecosystem organization.
• Provide cloud-related weekly forecasts and/or progress reports.
• Prepare presentations, territory plans and reports as required.

Knowledge: Strong understanding of strategic ecosystem partners, industry dynamics, and business operations.

What you'll bring

• Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships.
• 3+ years in same or similar fields
• Strong network across the partner ecosystem in North America
• Be knowledgeable of Partner Ecosystems in the United States and Canada and the Cloud market
• Experience selling open source solutions.
• Experience with B2B sales.
• Interest in GitLab, and open source software.
• Language Proficiency: Fluent English, with excellent communication skills
• Effective written and verbal communication skills.
• Strong interpersonal skills and an ability to remain calm under pressure.
• Established personal network within the industry.
• Results oriented perspective.
• You share our values, and work in accordance with those values.
• Ability to use GitLab.
• Experience with Salesforce.
• Ability to travel up to 50% and comply with the company's travel policy.

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

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.