Ecosystem Sales Manager

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 the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.

Thanks to products like Duo Enterprise, and Duo Workflow, customers get the benefit of AI 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. All team members are encouraged and expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact across our global organisation.

Senior Ecosystems Sales Manager, ANZ 

Our thriving partner ecosystem is the cornerstone of GitLab's extraordinary growth story. These strategic alliances don't just expand our reach—they elevate the entire customer experience. As organisations face increasingly sophisticated DevOps challenges, our elite network of partners brings specialised expertise, expanded support capabilities, and innovative implementation strategies that amplify GitLab's value.

We've seamlessly integrated our partners throughout the customer journey by fostering deep collaboration across our leadership teams. This unified approach ensures customers receive exceptional service from initial engagement through ongoing success, creating a powerful ecosystem that drives innovation, accelerates digital transformation, and delivers remarkable outcomes for businesses worldwide.

Orchestrating GitLab Success: Partnership Excellence

• Champion Collaboration: Bring together key GitLab teams—from sales leaders to support specialists—creating powerful alliances that consistently exceed targets and ecosystem objectives.
• Cultivate Field Relationships: Build and nurture strong connections throughout the GitLab sales organization, becoming their trusted partner advisor.
• Engage Proactively: Initiate meaningful interactions with Account Executives, Sales Managers, and regional leadership to drive mutual success.
• Strategic Territory Planning: Lead collaborative mapping sessions to identify untapped opportunities and align resources for maximum impact.
• Navigate Complexity: Skillfully resolve route conflicts with diplomatic finesse, ensuring positive outcomes for all stakeholders.
• Drive Regional Growth: Identify and execute targeted demand generation activities with strategic partners that deliver measurable pipeline results.
• Business Intelligence: Deliver insightful contributions to Quarterly Business Reviews that showcase partnership value across your territory.
• Shape the Future: Participate in annual planning sessions, bringing your expertise to help define ecosystem strategy and execution.
• Cloud Excellence: Provide precise weekly forecasts and progress reports that highlight cloud adoption and growth.
• Issue Resolution: Identify critical business challenges and effectively escalate to management with clear recommendations.
• Communication Mastery: Create compelling presentations, detailed territory plans, and insightful reports that tell the partnership success story.
• Cross-Functional Leadership: Coordinate seamlessly with Finance, Partner Operations, Sales Operations, and Sales teams to remove barriers and accelerate mutual growth.

What you'll need to get started

• Knowledge: In-depth understanding of strategic ecosystem partners, industry dynamics, and advanced business operations.
• Responsibilities: Leads major ecosystem partner initiatives, mentors junior team members, develops long-term strategic plans for ecosystem partner growth.
• Interaction: Extensive communication both internally at senior levels and externally with major partners.
• Impact: High, influencing key strategic decisions and ecosystem partner performance.

Hiring Process

1. Recruiter screen
2. Team interview
3. Panel interview 

Compensation

To view the full job description and its compensation calculator, view our handbook. The compensation calculator can be found towards the bottom of the page.

Additional details about our process can be found on our hiring page.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.  

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.